ViewPoint

MARCH 12, 2013

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. But, like any average, it’s wrong. I’ll do more with that.”

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

MARCH 6, 2012

But once CEOs mandate this shift, work needs to be done to turn the vision into reality. It doesn’t matter whether that means bringing on dedicated data analysts, working with third-party firms, or tapping into the analytical mindsets and skills of those in the marketing group. This is where CMOs can make a noticeable impact.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

SEPTEMBER 24, 2013

If the right person has the right pain and is in your target market, work the deal.". It’s the studs of an ugly structure for the finishing work that makes it beautiful. Lori Richardson (Score More Sales). "… budget is not the issue when qualifying, but more about how their process works. Jeff Ernst (Forrester).

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

APRIL 10, 2012

Every successful company should be working with a short, medium, and long-term sales strategy," he says, adding that a game plan is a prerequisite for benchmarking performance. The next PowerViews will be with Jeff Ernst of Forrester Research. He adds that a game plan should span more than just the current year. Sales Execution.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

APRIL 13, 2012

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.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MAY 5, 2015

In the same blog he goes on to quote Forrester’s Laura Ramos: In earlier studies, Forrester found that at least half of B2B marketers surveyed did not have well defined L2RM processes or failed to follow the ones they did have in place for activities like lead scoring, nurturing and recycling and management.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120