• MADISONLOGIC B2B WHITE PAPERS  |  THURSDAY, NOVEMBER 20, 2014
    [Gartner, Help] Start engaging from the first click in the Customer Journey
    Marketers must not only learn to understand the journey, but also find ways to help direct it, optimize it and. consumer research, also help to improve customer interactions in both offline and online channels. Enabled by the Internet, prospects and customers are taking control of the buying process and revealing far. They are.
  • CRIMSON MARKETING  |  MONDAY, NOVEMBER 10, 2014
    [Gartner, Help] Lance Walter, Host Analytics CMO: Quarterly Financial Planning: How to Budget Better By Understanding Marketing Intelligence [Podcast]
    He ought to know—his company’s marketing budget is already 3 times greater than its technology budget—a turn of events Gartner predicts will only begin to proliferate widely after a couple more years. 'Your company conducts quarterly budget reviews to determine how well projections aligned with performance. Marketing Technology Podcasts
  • THE ROI GUY  |  MONDAY, NOVEMBER 10, 2014
    [Gartner, Help] Gartner Raises IT Spending Forecasts – Time to Party Like its 1999?
    'According to Gartner, worldwide IT spending growth has been revised upwards to 2.6% This is good news, and is the first time in three years that Gartner is revising its growth predictions up versus down mid-year. The Bottom-Line Gartner has predicted low IT spending growth forecasts for the next several years. for 2014.
  • MARKETING ACTION  |  TUESDAY, NOVEMBER 4, 2014
    [Gartner, Help] Why Buying Marketing Technology is Hard: David Raab and Atri Chatterjee Discuss the Obstacles
    ATRI :              Technology has changed marketing so profoundly, and with such potential, that Gartner has said that we can expect the CMO, the chief marketing officer, to outspend the CIO and the IT department by 2017. You have additional issues in that you can’t turn to the corporate IT department for help. LAUGHTER].
  • THE ROI GUY  |  FRIDAY, OCTOBER 24, 2014
    [Gartner, Help] The new ABCs of Selling: Always Be Challenging!
    In years past, the mantra was “Selling to VITO “(Very Important Top Office), but this no longer holds true, as your customers have flattened and democratized the decision making process. 58% disengage because sales reps are not able to help them solve business challenges and articulate the value of proposed solutions (Qvidian).
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, SEPTEMBER 30, 2014
    [Gartner, Help] A Breakdown of the Top 5 Sessions for Content Marketing at INBOUND14
    This helps make the customer the hero of your story; tell it from their point of view. Jake Sorofman ( @jakesorofman ) of Gartner shared some insights that expanded upon Ekaterina’s presentation: content marketing and the structure of stories that stick. My 4-Step Process to Marketing Research for Content Creation. Then answer.
  • CRIMSON MARKETING  |  THURSDAY, AUGUST 21, 2014
    [Gartner, Help] What Do Digital CMOs Do Better?
    “These marketers then close the loop by combining this data-driven targeting with a process for continuous measurement. ’ Gartner finds that, today, 83% of enterprise marketing organizations have an innovation budget that reflects, on average, 9.4% Here’s a list of what digital CMOs do better than their peers: 1.
  • BIZNOLOGY  |  FRIDAY, AUGUST 8, 2014
    [Gartner, Help] Social Business Reality Check: the elusive executive support
    Gaining executive buy-in and using their participation in the enterprise social network to set an example for the rest of the company is essential to the success of the project (Gartner Research Director Larry Cannell, quoted at “ 3 Common Enterprise Social Network Mistakes “, CIO.com). It’s a no-brainer, isn’t it?
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JULY 15, 2014
    [Gartner, Help] Marketers Have Gained Their “Seat at the Table,” Now it’s Time to Prove Why They Deserve it
    And because of the changes in customer buying patterns, marketing programs, not sales efforts, now impact at least two-thirds of the buying process. 'by Kevin Akeroyd | Tweet this The onus is on us. The C-Suite expects marketers to be able to measurably contribute to the bottom line and deliver loyal customers who return time and time again.
  • THE ROI GUY  |  TUESDAY, JULY 8, 2014
    [Gartner, Help] Oops They Did it Again! Gartner Downgrades Overly Optimistic IT Spending Forecast
    'According to Gartner, worldwide IT spending was expected to reach $3.8 Although the forecast at the beginning of the year predicted healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. And sure enough, Gartner had to once again lower their forecasts substantially. for the year.
  • ANNUITAS  |  THURSDAY, JULY 3, 2014
    [Gartner, Help] CMO’s…It’s Time to Align with Your CIO
    Gartner’s projection that the CMOs would spend more on technology by the year 2020 grabbed quite a bit of attention and seemed to bolster CMO’s and their quest to spend more.  The need to integrate (in order to get meaningful insights and data that will help shape the business) is paramount.  Figure 1 – Marketing Technology Landscape.
  • MARKETING ACTION  |  TUESDAY, MAY 13, 2014
    [Gartner, Help] David Raab and Atri Chatterjee Talk About Marketing Automation, Part II: How to Acquire and Succeed with It
    There have been reports – Gartner has talked about how the CMO is going to be spending more on technology than the CIO. And there’s another recent Gartner report that referenced how marketing is re-appropriating some of the sales budget. 'An Act-On Conversation. You can also listen to the entire podcast on the player below.
  • MARKETING ACTION  |  MONDAY, APRIL 28, 2014
    [Gartner, Help] 4 Ways to Make the Most of Your Marketing Automation System’s Capabilities
    You’ve got a relationship to cement, and using an automated program to stay in communication, offering welcome messaging, getting-started tips, FAQs, education, or help can go a long way. They are the same kind of automated process; the main difference is the messaging and the timing. There are at least two ways to think about this.
  • THE ROI GUY  |  TUESDAY, APRIL 8, 2014
    [Gartner, Help] Why the Increased IT Spending Growth Forecasts from Gartner are Wrong Again!
    'According to Gartner, worldwide IT spending is on pace to reach $3.8 Although the forecast predicts healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. Examining their 2013 predictions, Gartner indicated IT spending would grow 4.2% Percent in 2014 Gartner Forecasts 3.1%
  • VOICE-BASED MARKETING  |  TUESDAY, APRIL 8, 2014
    [Gartner, Help] 4 Tips to Modernize Your Call Center Customer Experience From Start to Finish
    Enabling agents to jot down notes during interactions with consumers and store them in a CRM will help build a stronger profile and enhance each customer experience moving forward. 59% of calls require identity verification, but only 3% are handled through automated processes ( ContactBabel ). Well, it’s true! Focus on the Experience.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, MARCH 26, 2014
    [Gartner, Help] Big Data is Buzzing, But Small Data Packs a Punch [Q&A]
    Check out this helpful article: “ Little Data Vs. Big Data – Nine Types of Data and How They Should Be Used.”. Without good contact information, these systems are just plain dumb and they cost us more than they help. And lastly, you mentioned that there must be a validation process. But it is now. It’s wider at the top.
  • THE ROI GUY  |  MONDAY, MARCH 24, 2014
    [Gartner, Help] Gartner: The Technology Sales Rep Has Lost Their Mojo!
    'As technology buyers have changed, now more knowledgeable, empowered and in control of the purchase decision process, technology sales reps have not evolved to keep pace, this according to a recent article by Gartner. The Gartner research is outlined in this blog article by Tiffani Bova at: [link]. The evidence?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MARCH 20, 2014
    [Gartner, Help] Thank You For Tweeting! Highlights From the “Targeting” Twitter Chat
    'by Eloqua | Tweet this Oracle Marketing Cloud is hosting five Twitter chats to help marketers around the world can get personal answers to their questions from the experts at Oracle Marketing Cloud and Topliners. According to Gartner Research, event-triggered marketing can potentially save 80% of your direct mail budget. Eloquestions.
  • ANNUITAS  |  TUESDAY, MARCH 11, 2014
    [Gartner, Help] The Rise of the Marketing Technologist Part 2: Who Owns The Marketing Technology Stack?
    'Last week we discussed the aftermath of Gartner’s prediction that the CMO will spend more on technology than IT by the year 2017. Marketing clearly needs help managing the technology stack, and needs to turn to the groups within their organization that have the most experience with large-scale technology deployments. Or does it?
  • B2B MARKETING INSIDER  |  MONDAY, MARCH 10, 2014
    [Gartner, Help] Big Data Is Driving Content Marketing Strategy
    'According to a new report by Gartner, one-third of companies will face an information crisis within the next 3 years. Gartner prescribes that in order to gain competitive advantage and turn information into actionable insights that companies need to follow 3 steps: Identify business outcomes that can be influenced by data.
  • B2B MARKETING INSIDER  |  WEDNESDAY, MARCH 5, 2014
    [Gartner, Help] You’ve Heard Of Big Data But What Is Big Content?
    So I thought I would try and provide an overview and some additional thoughts of my own to help answer: What is Big Content? Almost 2 years ago, Gartner’s Craig Roth brought up the idea of Big Content. The term Big Content has been used in a couple of different ways by some big names and influential media outlets.
  • HUBSPOT  |  TUESDAY, MARCH 4, 2014
    [Gartner, Help] CMO's Corner: Gartner Analyst Jake Sorofman on What Keeps CMOs Up at Night
    To help fellow CMOs find answers to some of these important issues, I chatted with Jake Sorofman , Research Director at Gartner. At Gartner, Jake analyzes digital marketing strategy, trends, and best practices for Gartner''s Marketing Leader practice. What have you found works for you in terms of a blog process?
  • ANNUITAS  |  TUESDAY, MARCH 4, 2014
    [Gartner, Help] The Rise of the Marketing Technologist – Part 1
    'Things really started to get serious when Laura McClellan from Gartner said that thing about marketing technology. Indeed, this is the sort of role I have played at a few companies, with my technical know-how (CRM, MAS, ESP, Web Analytics) helping me to execute the programs I was creating, running and measuring.
  • VOICE-BASED MARKETING  |  MONDAY, FEBRUARY 10, 2014
    [Gartner, Help] Make Your Marketing Automation Work For You
    'In case you haven’t noticed, marketing automation is on the rise in most industries – helping companies achieve goals faster and more efficiently. In the first 6-9 months, marketing lead automation can boost revenue by an average of 10% (Gartner Research). Don’t believe me? Marketing automation increases sales productivity by 14.5%
  • DIGITAL VOICES  |  FRIDAY, FEBRUARY 7, 2014
    [Gartner, Help] This Week in Digital Strategy 2.7.14
    In the process of considering the solution and researching alternatives, I began to wonder at what point in the future would the responsive path become the de facto standard, and website owners would move away from custom mobile experiences. 'Happy Friday, everyone! This week was another insightful week in the world of digital strategy.
  • DIGITAL VOICES  |  FRIDAY, FEBRUARY 7, 2014
    [Gartner, Help] This Week in Digital Strategy 2.7.14
    In the process of considering the solution and researching alternatives, I began to wonder at what point in the future would the responsive path become the de facto standard, and website owners would move away from custom mobile experiences. 'Happy Friday, everyone! This week was another insightful week in the world of digital strategy.
  • THE ROI GUY  |  THURSDAY, JANUARY 16, 2014
    [Gartner, Help] Frugalnomics – Why the IT spending growth forecasts from Gartner are wrong again!
    'According to Gartner, the annual release of their New Year’s spending forecast predicts global IT spending growth of 3.1% Examining their 2013 predictions, Gartner indicated IT spending would rise 4.2% We don’t buy it, and believe that Gartner has missed a major sea change in IT spending and decision-making in their forecasts.
  • INSIGHTIQ BLOG  |  FRIDAY, DECEMBER 27, 2013
    [Gartner, Help] Data Scientist: Evolution of the Business Analyst
    They review data from multiple sources, looking at it from various angles, searching to discover insight into the data which will provide a competitive advantage or help resolve a business issue. According to a Gartner estimate , there will be approximately 4.4 They use their skillset to compare data to competitors in the industry.
  • MODERN B2B MARKETING  |  THURSDAY, AUGUST 22, 2013
    [Gartner, Help] Is BYOD Taking Over?
    In fact, Gartner predicts that 50 percent of enterprises will require employees to supply their own devices for work purposes by 2017. By 2016, Gartner predicts that two-thirds of the workforce will own their own smart phones, and 38 percent of companies will no longer offer company-supplied devices to employees. BYOD at the Forefront.
  • THE ROI GUY  |  TUESDAY, AUGUST 13, 2013
    [Gartner, Help] Gartner says Buyers Have Changed. IT Sales and Marketing Strategies Are Lagging
    If this is the case, Gartner’s latest research indicates that many IT Sales and Marketing leaders may end up on the “endangered species” list, unless some serious realizations and changes occur sooner versus later. Quantifying the proposed savings, productivity and process improvements, risk reduction and revenue benefits. Why You?
  • READYPULSE  |  TUESDAY, AUGUST 6, 2013
    [Gartner, Help] The Power of Testimonial Marketing
    It is an ongoing process that is best integrated into your overall marketing strategy, and it focuses on owning media, not renting it. Get help from the providers that specialize in advocacy marketing if you are interested in formalizing your advocacy efforts on a larger scale.” Simple, through content marketing. Technorati’s ).
  • THE ROI GUY  |  TUESDAY, JULY 9, 2013
    [Gartner, Help] How Can You Shine as Gartner Lowers IT Spending Forecasts for 2013?
    To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% Sure enough, Gartner has had to once again lower expectations , cutting in half their earlier growth estimates, now predicting only a 2% rise. Gartner Says Worldwide IT Spending Forecast to Reach $3.7
  • HUBSPOT  |  WEDNESDAY, JUNE 12, 2013
    [Gartner, Help] How 7 Experts Solve Their Most Painful Email Marketing Problems
    There''s a variety of data around specific trigger words and character counts that help your email open and/or clickthrough rates. Gartner study revealed that 74% of smartphone owners use their devices to check their email. Solution: Create an Approval Process or Checklist. Segmentation takes up too much of your time.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, MAY 6, 2013
    [Gartner, Help] Oracle Eloqua Named a Leader in the Gartner Magic Quadrant for CRM Lead Management
    'by Eloqua | Tweet this The 2013 Gartner Magic Quadrant for CRM Lead Management has been published and Oracle Eloqua is in the Leaders quadrant for the second consecutive year.  Gartner evaluates vendors in a Magic Quadrant on two main dimensions – completeness of vision and ability to execute on that vision. 
  • CONVERSIONATION  |  WEDNESDAY, APRIL 24, 2013
    [Gartner, Help] Open Letter to the CxO: Can You Survive the Age of Integration and Collaboration?
    It requires change, processes and lots of time. You need to help them achieve the goals and the very reasons why they work with you to start with. Teams, processes, communications, marketing , etc. As you might know Gartner predicted a while back that the CMO would drive IT investments more than the CIO by 2017. in mind.
  • ILLUMINATING THE FUTURE  |  TUESDAY, APRIL 23, 2013
    [Gartner, Help] Gridlock: Why B2B Marketers Must Get Off the Content Grid
    We’ve climbed to the top of Gartner’s Hype Cycle –- the “peak of inflated expectations.”. To understand what’s happening, it helps to consider much of the advice that Content Marketing consultants and agencies are proffering to their clients. 'There has been a enormous wave of interest in Content Marketing in recent years. The e-book?
  • LEADER NETWORKS  |  MONDAY, APRIL 1, 2013
    [Gartner, Help] Avoid Online Customer Community Failure!
    It was the result of your firm’s organizational process, strategy and execution. In 2012, Gartner predicted that by 2014 70 percent of proprietary communities would fail –a sizable group of investments generating little or no return for some of the world's largest enterprises. Failure. It’s not a word anyone likes.
  • MARKETING CRAFTMANSHIP  |  WEDNESDAY, MARCH 27, 2013
    [Gartner, Help] White Papers are Not Dead. They’re on Life Support.
    Over time, however, the market education function was largely assumed by research firms such as Gartner and Forrester, whose opinions carry greater credibility than self-publishers of white papers. And there are still many companies that produce legitimate white papers containing helpful, objective information. Executive Review?
  • SYNECORE  |  TUESDAY, MARCH 26, 2013
    [Gartner, Help] 5 Digital Marketing Insights from a New Gartner Study
    Gartner’s 2013 US Digital Marketing Spending Report , a survey of over 200 marketers from U.S.-based The companies in the Gartner survey spent, on average, 10.4% Here are 5 insights from Gartner’s report that virtually any-sized business can use to help shape its digital strategy. on digital. The Bottom Line.
  • DIGITAL VOICES  |  WEDNESDAY, MARCH 13, 2013
    [Gartner, Help] Mobile App Competition is Fierce - Focus on Value to Win
    According to a report released last year by Gartner, 61% of enterprises plan to enhance their mobility capability during the next 3 years, and 48% believe they will become leaders in their industries by adopting innovative mobility solutions [1]. Is there specific value I can get from my employees being “On Location/On Site?”
  • THE ROI GUY  |  TUESDAY, FEBRUARY 5, 2013
    [Gartner, Help] Gartner: Out with the Old, In with the New
    An alarming 43% of today’s enterprise IT investments are not delivering on their business potential , this according to Gartner’s Executive Programs latest research. Perhaps as a result of the poor ROI, the Gartner study indicates that enterprise IT budgets have been flat to negative ever since the dot-com bust of 2002. Our take?
  • INBOUND SALES NETWORK  |  FRIDAY, FEBRUARY 1, 2013
    [Gartner, Help] Dirty Data = Lost Revenue
    Today’s marketers face unprecedented challenges in adjusting to the changing buying process of the modern B2B customer. In order to build a demand-generation process that runs efficiently and powerfully, a clean and accurate database is becoming fundamental for success. The Impact of Dirty Data. businesses over $600 billion a year.
  • B2B MARKETING INSIDER  |  THURSDAY, JANUARY 24, 2013
    [Gartner, Help] Top 50 B2B Marketing Influencers On Twitter
    curated production process + a fully-vetted community of creative pros = outstanding and affordable video content. Gartner_Inc – Gartner – The leading global provider of independent and objective technology related to research and advice. Who are the top B2B Marketing influencers on twitter? Powerful. Complete.
  • ANNUITAS  |  MONDAY, JANUARY 14, 2013
    [Gartner, Help] Marketers Need to Adjust Their Focus
    While I am a believer in what technology can do to help enable an organization, what if the focus on the technology is the wrong focus all together?   The focus for marketing organizations that want to have an impact on the business must be the development of a Demand Process? Fournasie Marketing Group.
  • THE ROI GUY  |  TUESDAY, JANUARY 8, 2013
    [Gartner, Help] Gartner says 2013 will be a Better Year for IT Spending Growth?
    According to Gartner’s latest estimates, the reigns on worldwide IT spending are loosening, with annual technology spending growth increasing to 4.2% Gartner highlights that “business uncertainty is nearing resolution”, and that this is one of the key reasons for increasing their spending outlook. for 2013. Why Now? Why You?
  • BIZNOLOGY  |  WEDNESDAY, DECEMBER 19, 2012
    [Gartner, Help] Social software adoption: Riding the hype curve
    Understanding how this process works at different levels and aligning your decisions to that can be instrumental in having a successful roll-out at your organization. Having them going through hype peaks and valleys at different times will actually help you to keep the enterprise momentum over a long period of time. ″ years.
  • WINDMILL NETWORKING  |  MONDAY, DECEMBER 17, 2012
    [Gartner, Help] Content Marketing: Clearing Up the Confusion, Trends to Watch in 2013
    The misunderstanding can start with the label itself, as the phrase “content marketing” does not seem to be very helpful. Some say that using any kind of content in support of any kind of marketing is content marketing; I think this is an overly broad definition, and not very helpful. What to look for in content marketing in 2013.
  • LOOPFUSE  |  MONDAY, DECEMBER 10, 2012
    [Gartner, Help] The Argument for Hiring a Chief Marketing Technologist for mHealth Brands
    As an mHealth marketing firm, we have explored much of the available software and platforms already, and can offer some tips to help ease the information overload mHealth brands face. Be willing to try new technology and adopt new processes. [This is cross-posted from Sam Stem's mHealth Marketer blog.  This is not a job for an intern.
  • HUBSPOT  |  FRIDAY, DECEMBER 7, 2012
    [Gartner, Help] The Dangers of Marketing Metrics Dependency
    In fact, Gartner predicts that CMOs will outspend CIOs by 2017. And as we mentioned in our 2013 Marketing Trends and Predictions Guide , while Gartner also predicts big data will drive $232 billion in IT spending through 2016, so far, it has been for engineers -- not marketers. not good. But drinking a gallon all at once? Not so much.
  • HUBSPOT  |  TUESDAY, DECEMBER 4, 2012
    [Gartner, Help] 8 Insightful Marketing Predictions for 2013 and Beyond
    The ability to segment email lists and personalize the content will help to maximize the effect of each email, resulting in more qualified leads.” - John Bonini, Content Marketing Manager, IMPACT Branding & Design. In fact, Gartner predicts that CMOs will outspend CIOs by 2017. It's that time of year again! Don't have one handy?
  • HUBSPOT  |  FRIDAY, NOVEMBER 16, 2012
    [Gartner, Help] Understanding the New Roles in Marketing
    Karen Rubin , a HubSpotter in a marketing operations role adds: "We focus on helping our marketers get the analytics they need, running monthly reports, and understanding why data and results are looking the way they do at any given point.". "Ch-ch-ch-ch-changes." Could David Bowie's 70s hit be a marketer's theme song, or what? Enough said.
  • THE ROI GUY  |  WEDNESDAY, NOVEMBER 14, 2012
    [Gartner, Help] Gartner: Business Will Control 90% of Tech Spending - Are you Ready?
    According to Gartner , twelve years ago technology spending outside of IT was only 20 percent of total technology spending. In two years , Gartner Inc. Moreover, by the end of this decade Gartner is predicting businesses will control a whopping 90 percent of technology spend. Are You Ready? Click here to learn more.
  • THE ROI GUY  |  THURSDAY, NOVEMBER 1, 2012
    [Gartner, Help] Gartner Reveals Changing IT Buyer Landscape for 2013 - Are You Ready?
    At the annual Gartner Symposium, the world's most important gathering of CIOs and senior IT executives in our hometown of Orlando, new and important IT spending research and trends are always presented. Already the purchase process is more complicated, with 40% more stakeholders involved in a typical IT purchase decision, according to IDC.
  • MARKETING INTERACTIONS  |  SUNDAY, OCTOBER 14, 2012
    [Gartner, Help] The Role of Content in the B2B IT Buying Process
    The 2012 Customer Engagement Study , conducted by IDG Enterprise and released at the end of September, focused on learning more about the role content plays in an IT Decision Maker's buying process. validation for the role of content: Enterprise IT Decision Makers engage with an average of 10 content assets during their buying process.
  • VIEWPOINT  |  THURSDAY, OCTOBER 11, 2012
    [Gartner, Help] PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process
    Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. The Core Issue: It’s Not Alignment – It’s Driving the Demand Process. I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group.
  • VIEWPOINT  |  THURSDAY, SEPTEMBER 27, 2012
    [Gartner, Help] PowerViews with Dave Munn: The Transformed Marketing Organization
    Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group. He adds that ultimately marketing’s increased role can help lower the cost of sales. New marketing channels. Stay Tuned
  • LEAD VIEWS  |  TUESDAY, AUGUST 14, 2012
    [Gartner, Help] Marcom Fatigue: Should Marketers Worry?
    Craig Roth of Gartner discussed this issue from a different perspective in a blog post entitled Information Overload is Not Just Filter Failure. But we wonder if a future solution based on these concepts might itself turn into the same problem due to excessive amounts of “help” to find what you need to know, when you need it.
  • ANNUITAS  |  TUESDAY, JULY 17, 2012
    [Gartner, Help] The Sales Perspective – An Interview with Jill Rowley of Eloqua
    To be a part of the conversation, sales people today must be present when and where the buyer is learning and provide relevant content to support the buyer’s education process.  I am their conduit to information they need based on where they are in the buying process and the role they play. or maybe, “Why Eloqua?”
  • ANNUITAS  |  TUESDAY, JULY 17, 2012
    [Gartner, Help] The Sales Perspective – An Interview with Jill Rowley of Eloqua
    To be a part of the conversation, sales people today must be present when and where the buyer is learning and provide relevant content to support the buyer’s education process.  I am their conduit to information they need based on where they are in the buying process and the role they play. or maybe, “Why Eloqua?” Marketing Automatio
  • SALES INTELLIGENCE VIEW  |  TUESDAY, MAY 15, 2012
    [Gartner, Help] Business Must Have: Social CRM apps
    They help companies track customer activity and engage with them quicker and more effectively. The presence also helps sales people maintain their company brand while building trust among clients. Social CRM apps have been shown to help business objectives. Society has changed accordingly, and so has the business of sales.
  • LEAD VIEWS  |  TUESDAY, MAY 15, 2012
    [Gartner, Help] What does Big Data mean for marketing?
    Yes, Big Data is currently at the peak of a Gartner hype cycle. The old challenges, tools and processes are still there, but we shouldn’t think of them as Big Data. They help to answer these kinds of questions: What real-time offers do prospects prefer? Is every data-intensive challenge a Big Data problem? May be not.
  • SAVVY B2B MARKETING  |  MONDAY, JANUARY 9, 2012
    [Gartner, Help] 10 Ways Customer Stories Help Companies Sell
    According to research firm Gartner, a potential customer is 2.5 Here are 10 ways that customer stories help companies market and sell better -- from lead generation to closing deals to selling more to current customers. Close sales – How do you best counter questions and objections in the sales process? ” 3.
  • HUBSPOT  |  FRIDAY, JANUARY 6, 2012
    [Gartner, Help] 5 Awesome Landing Page Lessons From Real Life Examples
    To help hammer those lessons home, I've also included suggestions for how these landing pages can be improved even more. This landing page offers a free download of a Gartner research report on sales productivity and automation. These changes will help solidify the purpose of the page, leading to more conversions. ModCloth.
  • THE ROI GUY  |  FRIDAY, JANUARY 6, 2012
    [Gartner, Help] Happy New Year! Maybe not for IT Sales & Marketing
    The New Year’s cheer didn’t last long for IT, as Gartner was quick to lower its global technology spending forecast, barely a week into 2012. Looking beyond 2012, Gartner also estimates continued headwinds, lowering future forecasts for 2015 downwards to 5% growth from earlier 5.4% Source: Gartner Says Worldwide IT Spending to Grow 3.7
  • WEBBIQUITY  |  TUESDAY, JANUARY 3, 2012
    [Gartner, Help] Best B2B Marketing and Sales Strategy Guides and Insights of 2011
    Marketers need to think like publishers not only to improve their company’s visibility in search (which is where 93% of B2B buying cycles now start ) but also to address the differing information needs of buying team members, at different stages during the decision process. Help someone, and you make a customer for life.”
  • ANNUITAS  |  THURSDAY, DECEMBER 22, 2011
    [Gartner, Help] Five New Year’s Resolutions for the CMO
    If the prediction from Gartner is true, then in less than eight years 85% of the B2B buying process will be done with no human interaction.  This where a vendor can exchange ideas and help shape the conversation. But nobody seems to know how marketing is helping us.”. I had lunch recently with a VP of Marketing.
  • VISIONEDGE  |  TUESDAY, DECEMBER 6, 2011
    [Gartner, Help] Embracing Cross-Channel Analytics to Create a Competitive Advantage
    For example, chemical analysis entails breaking down chemical processes to understand the chemical reactions between elements of matter. Davenport says that the creation of strategic data assets and business processes is one of the “last remaining points of differentiation” in an increasingly competitive world.
  • HUBSPOT  |  FRIDAY, NOVEMBER 18, 2011
    [Gartner, Help] 25 Jaw-Dropping Marketing Automation Stats [Data]
    So we've compiled some super cool stats and data to help paint the picture of what's going on in the marketing automation industry, illustrate the key challenges marketers are facing, and show how marketing automation has helped address those problems. Source: Gartner Research) Tweet This! Source: Gartner Research) Tweet This!
  • HUBSPOT  |  MONDAY, NOVEMBER 14, 2011
    [Gartner, Help] The Secrets to Stellar Marketing Automation
    Marketing automation done wrong is just speeding up a broken process. Using inbound marketing to create content that is useful, that answers people’s questions, that helps them solve their problems and the social media universe will draw prospects to your digital door like flies to honey. Process the Whole Thing.
  • THE ROI GUY  |  MONDAY, OCTOBER 31, 2011
    [Gartner, Help] Are you CIO Worthy?
    Gartner says CIOs are spending too much time with vendors - laying down gauntlet to vendor sales to add more value, or get lost. Gartner thinks CIOs are spending too much of their precious time with vendors, and advises to significantly curtail this activity. of total IT time is spent on vendor management and procurement.
  • LEAD VIEWS  |  FRIDAY, SEPTEMBER 23, 2011
    [Gartner, Help] 6 reasons why your organization might need a Marketing Automation Solution
    If you are a firm that is struggling to keep your sales funnel buzzing, a marketing automation tool can really help you. Do you desire a better and smoother running Lead Management process? Wouldn’t help, if you knew what your prospect was looking for even before your first interaction? the anonymous ones). Does Sales.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  WEDNESDAY, SEPTEMBER 21, 2011
    [Gartner, Help] Hey Technology Sellers: Here's something just for you!
     In fact, by 2015 some 50% of Global 1000 enterprises are expected to use cloud computing for their top 10 revenue-generating processes, according to Gartner, Inc. Helping buyers see the connection between your technology and their growth — revenue, margins, cash flow — must anchor your every strategy.   3.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, SEPTEMBER 6, 2011
    [Gartner, Help] Hit Your Number Faster with Sales Intelligence
    With the announcement that Jigsaw and D&B are being combined to create Data.com , our customers are echoing our response that this is just further validation that data is a commodity and without a layer of intelligence to help sales, marketing and support identify the right people to contact, you may as just use last years Yellow Pages.
  • DIGITAL VOICES  |  MONDAY, AUGUST 8, 2011
    [Gartner, Help] Identifying & Selecting the right Content Management System for your website (part 1 of 2)
    The remainder of this post will address the Candidate Identification phase by outlining some of the critical considerations to help identify promising CMS candidates.  Part 2, which will address the evaluation process, will be posted next week. The results obtained by scanning recent reviews and comparisons of web CMS products. 
  • THE ROI GUY  |  MONDAY, JULY 11, 2011
    [Gartner, Help] IT Sales & Marketing Grows More Complex: Only 5% of CIOs Can Authorize IT Investments Alone
    CFOs and other executives are in more control of IT purchases than ever, this according to recent research by Gartner, Inc., This can help solution providers to“fight” frugalnomics by facilitating the buyer’s journey and ever more complex economic approval process. Gartner on Demand webinar "Exploring CFO Priorities for 2011."
  • THE ROI GUY  |  TUESDAY, JULY 5, 2011
    [Gartner, Help] IT Spending on the Rise, But Frugalnomics Still Reigns
    The latest IT spending metrics have been released by Gartner, and the news is good for the second half of this year and 2011 overall. Gartner’s forecasts are up significantly from estimates earlier in the year, when 5.6 % growth for 2011 was the prediction, despite the disaster and perceived pause in the global recovery. 419 11.7
  • B2B MARKETING INSIDER  |  THURSDAY, JUNE 23, 2011
    [Gartner, Help] 65 Tweetable Moments From The Corporate Social Media Summit New York
    This policy helps explain how AMEX helps small businesses do more business. Gartner says that by 2016 40% of all new Fortune 500 contacts will come from social media. Helps decrease calls to the call center, increases customer loyalty and decreases support costs. Transcripts of social interactions is also helpful.
  • FUNNEL FOCUS  |  WEDNESDAY, MAY 11, 2011
    [Gartner, Help] Interview: Brian Hansford Shares 5 Tips on Lead Nurturing for the Complex Sale
    Therefore, lead nurturing is a critical part of many organizations' sales processes. In the Lead Nurturing Cookbook , we offer a recipe for building long-term lead nurturing processes marketers can implement using their marketing automation platform. like Rules of 3 when tackling an opportunity.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 9, 2011
    [Gartner, Help] The “Who is Best?” Buying Phase
    If you’ve read the highly acclaimed white paper, How to Find New Customers , you’re already familiar with the customer buying process in there. Over the past few weeks, we’ve shared the buying process with you. Gartner, Forrester, industry experts, etc. Lead Generation Companies | The “Who is Best?&#
  • ANNUITAS  |  TUESDAY, APRIL 26, 2011
    [Gartner, Help] Five Myths of Lead Management
    As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management.  What they found however was that CRM didn’t help them fix their faulty sales process. Technology adoption must occur hand-in-hand with process evolution. So what are these myths?
  • FUNNEL FOCUS  |  FRIDAY, MARCH 25, 2011
    [Gartner, Help] Gartner’s MarketScope for CRM Lead Management – An Observation on Analysts’ Ratings and the Factors that Drive them
    “MarketScope for "CRM Lead Management" [link] Wonder which Positive ones are Gartner customers. Anyone who has played the analyst evaluation game understands the score – in order to be rated favorably, it really helps to also be a client. And which Caution ones aren't.”. -          Tweet from @KurtMW, aka Kurt Weisenberger, Sr.
  • INBOUND SALES NETWORK  |  TUESDAY, MARCH 22, 2011
    [Gartner, Help] Sales and Marketing Database Management – Think Taylor Swift, not Christina Aguilera
    In order to build a demand-generation process that runs efficiently and powerfully, a clean and accurate database is becoming fundamental for success. According to Gartner , 30 million of the 138 million workers in the US will switch jobs over the next 12 months. The Impact of Dirty Data. businesses over $600 billion a year.
  • ANNUITAS  |  THURSDAY, MARCH 10, 2011
    [Gartner, Help] Defining Moments
    Just recently, Gartner stated that “SaaS within the CRM industry could top $4 billion in revenue by 2014. To the contrary, marketing automation is a highly sophisticated set of rules and processes for lead scoring, nurturing and management that move prospects through the various stages of the marketing-sales funnel. Lead Planning.
  • THE ROI GUY  |  TUESDAY, FEBRUARY 15, 2011
    [Gartner, Help] Gartner CIO Study Highlights Need for Outcome-Based Technology Sales & Marketing Strategies
    Gartner's latest CIO study, "Reimagining IT: The 2011 CIO Agenda" highlights several important trends that will have significant impact on technology marketing and sales enablement into 2011 and beyond. According to Gartner, this requires CIOs re-imagine IT and lead it through a process of “creative destruction.
  • TOM PISELLO  |  TUESDAY, FEBRUARY 15, 2011
    [Gartner, Help] Gartner CIO Study Highlights Need for Outcome-Based Technology Sales & Marketing Strategies
    Gartner's latest CIO study, "Reimagining IT: The 2011 CIO Agenda" highlights several important trends that will have significant impact on technology marketing and sales enablement into 2011 and beyond. According to Gartner, this requires CIOs re-imagine IT and lead it through a process of “creative destruction.
  • THE ROI GUY  |  TUESDAY, JANUARY 25, 2011
    [Gartner, Help] Tom Pisello: The ROI Guy: Diametrically Opposed Forces: Selling.
    However, solving this problem will be difficult for most teams, as sales remains inwardly focused on the traditional funnel based selling process, rather than having a keen understanding of how customers make decisions and actually buy - the buying lifecycle. Tom then served Gartner as a Managing VP. Latest Research.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 19, 2011
    [Gartner, Help] Inside Sales Reps: Stop Referencing The Whitepaper They Downloaded.
    Whitepaper Links, eBooks, Gartner Reports etc…you name it and we send it to prospects. believe that using collateral in your email correspondence with prospects is an essential part of the qualification process. I love collateral and content. read it, write it, and believe in it.
  • THE ROI GUY  |  MONDAY, DECEMBER 6, 2010
    [Gartner, Help] Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.
    At the same time, as buyers are becoming more empowered, sales professionals are seen by these buyers as less valuable in the decision making process, and as a result are being invited later and later in the buying cycle. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.
  • TOM PISELLO  |  MONDAY, DECEMBER 6, 2010
    [Gartner, Help] Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.
    At the same time, as buyers are becoming more empowered, sales professionals are seen by these buyers as less valuable in the decision making process, and as a result are being invited later and later in the buying cycle. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998). They do if they are.
  • THE ROI GUY  |  MONDAY, NOVEMBER 29, 2010
    [Gartner, Help] Five Reasons You May Not Be Spending Enough on Content Marketing
    Having the right content and tools to help fuel buyer’s decision making process is essential. Matter of Trust - although the research indicates that buyers truly rely on vendor content to help drive purchase decisions, with so much noise, buyers have become skeptical of vendor claims. Death of a Salesman? Death of a Salesman?
  • TOM PISELLO  |  MONDAY, NOVEMBER 29, 2010
    [Gartner, Help] Five Reasons You May Not Be Spending Enough on Content Marketing
    Having the right content and tools to help fuel buyer’s decision making process is essential. Matter of Trust - although the research indicates that buyers truly rely on vendor content to help drive purchase decisions, with so much noise, buyers have become skeptical of vendor claims. Death of a Salesman?
  • TOM PISELLO  |  MONDAY, NOVEMBER 29, 2010
    [Gartner, Help] Content Marketing and the Forgotten Sales Professional
    Monday, November 29, 2010 Content Marketing and the Forgotten Sales Professional Each week the Content Marketing Institute poses a new question to help drive content marketing best practices. This weeks question: What other areas of the organization can help build loyalty/buy-in to the content marketing program? They do if they are.
  • B2B MARKETING ONLINE  |  FRIDAY, NOVEMBER 26, 2010
    [Gartner, Help] Where do you want your cheese to be ?
    Gartner have previously suggested a key theme of "thrift". From a business perspective, that means priorities are focused on cutting operating costs & looking for business process improvement wins. Can a CRM initiative help reduce costs & improve service ? Tags: crm sage process proposition by Spencer Johnson.
  • TOM PISELLO  |  TUESDAY, NOVEMBER 23, 2010
    [Gartner, Help] How to Measure and Present the Effectiveness of Your Content.
    To quantify the benefits, the team will need to track not just downloads or readership/reach of the content, but the impact that the content has on the sales process. How much did the content help to accelerate the sales cycle / decision-making process, bringing more sales revenue sooner? Do White Papers Still Engage?
  • TOM PISELLO  |  THURSDAY, NOVEMBER 18, 2010
    [Gartner, Help] Tom Pisello: The ROI Guy: Alinean Powers ROI Calculator for.
    Interactive Intelligence, a global provider of unified IP business communications solutions, is using the ROI calculator to help its sales team quantify the value of its communications-based process automation system, Interaction Process AutomationTM (IPA). Frugalnomics in Full Effect: Forrester and Gartner.
  • SOCIAL MEDIA B2B  |  THURSDAY, NOVEMBER 18, 2010
    [Gartner, Help] Reviewing Our 2010 B2B Social Media Predictions
    The value of the check-in, and even the growth of location-based coupons, did not adapt well to the complex relationship-building process for B2B social media. Google, Twitter and even Facebook pushed the notion of real-time to the top of their platforms, which helps B2B companies see the importance of social media adoption.
  • THE ROI GUY  |  THURSDAY, NOVEMBER 4, 2010
    [Gartner, Help] Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.
    As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. These buyers seek diagnostic advice to help proactively uncover issues, recommend improvement roadmaps, quantify benefits and assure best value. Tom then served Gartner as a Managing VP. Content is King?
  • TOM PISELLO  |  THURSDAY, NOVEMBER 4, 2010
    [Gartner, Help] Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.
    As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. These buyers seek diagnostic advice to help proactively uncover issues, recommend improvement roadmaps, quantify benefits and assure best value. Frugalnomics in Full Effect: Forrester and Gartner.
  • THE ROI GUY  |  FRIDAY, OCTOBER 22, 2010
    [Gartner, Help] Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.
    Generating Awareness In order to start the engagement process with prospects, awareness needs to be created. Finding ways to help buyers Fight Frugalnomics is essential to attracting attention and engaging frugal buyers. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.
  • TOM PISELLO  |  FRIDAY, OCTOBER 22, 2010
    [Gartner, Help] Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.
    Generating Awareness In order to start the engagement process with prospects, awareness needs to be created. Finding ways to help buyers Fight Frugalnomics is essential to attracting attention and engaging frugal buyers. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998).
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