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B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

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I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Forrester does a great deal of buyer journey research on sources of influence in a lot of other dimensions: First, buyers do like to talk to vendors early in the process.

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CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table

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With 70% of tech purchases at the RFP stage by the time the vendor knows about the opportunity, content has become critical to shepherding prospects down the path to purchase. Source: Forrester, Metrics that Matter for B2B Marketers, October 26, 2011. i Source: Forrester, Metrics that Matter for B2B Marketers, October 26, 2011.

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Power Opinions - BANT is BUNK … Revisited

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Jeff Ernst (Forrester). My final note: Demanding BANT qualified leads ensures that you are going to be competing against an entrenched vendor that has probably already won the business. First our sales people have to show that the buyer is in a role that is a fit for our research in order to create an opportunity. By Dan McDade.'

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PowerViews with Jeff Ernst: Marketing & Sales Must Work Together

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In this second episode of PowerViews, I have the pleasure of talking with Jeff Ernst who provides advisory services to CMO and marketing leadership professionals as Principal Analyst at Forrester Research. Jeff joined Forrester after spending 20 years in sales and marketing. Jeff Ernst's research at Forrester. Stay Tuned.