Forrester: The Accelerating Death of the B2B Sales Rep

The ROI Guy

Now, two years on, the forecast from Forrester is even gloomier, with faster than anticipated disintermediation. In particular, you should be spending more on interactive, prescriptive content such as diagnostic assessments, benchmarking tools, product advisors and ROI / TCO calculators.

Forrester Research, Inc. Benchmark Report: How Top Marketers Do Lead Generation, Part 1

Marketing Action

That’s according to a December, 2013 Forrester report by VP and Principal Analyst Peter O’Neill, Gauging Your Progress and Success , a benchmark-style assessment of what top-performing marketers do. The post Forrester Research, Inc.

Trending Sources

New Forrester Benchmark: How Top Marketers Do Lead Generation, Part 2

Marketing Action

But as a result, according to a new Forrester Research, Inc. According to Forrester, the hallmark of top performers is their ability to generate inbound marketing leads at the right velocity, volume, and value – key indicators of funnel health. (A Last hired, first fired.

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Lead to Revenue Management Programs: How to Invest and Select the Right Agency Partners (Forrester Report Review)

Fathom

It’s written for companies that are evaluating their investment options in a Lead to Revenue Management (L2RM) strategy , a term first coined by Forrester in 2010, categorizing the marketing processes involved from lead generation to sales close.

Engaging Earlier and Higher with Financial Peer Comparisons

The ROI Guy

According to Forrester, the early bird still catches the worm, with a significant 74% of all deals going to the provider who helps "establish the buying vision", while only 26% goes to the vendor who "responds to a request" and wins the bake-off.

Your Unique Value: Solution Focused versus Challenge Centric?

The ROI Guy

A whopping 76 % of the deals don’t go to the company that wins the competitive bake-off, where features make a difference, rather the win goes to the solution provider who engages early to help the buyer establish the buying agenda (Forrester). The pain points these challenges are causing for each decision maker, identifying the specific key performance indicators ( KPIs ) affected and how these compare to peer benchmarks.

Hit Your Channel Sales Goals with ROI Selling

The ROI Guy

For example: Engaging earlier is a requirement, with 74% of deals going to the provider setting the buying agenda (according to Forrester), but most partners are notorious at engaging late in the sales cycle, and merely responding to solution requests and RFPs.

Research Proves the Early Bird Catch the Worm?

The ROI Guy

At the same time as Sales reps are being invited later, Forrester reports that engaging earlier provides more advantage than ever. Alinean early engagement Forrester Insights Pisello Provocative Selling ROI SiriusDecisions the challenger sale Value Marketing Value Selling

Oops They Did it Again! Gartner Downgrades Overly Optimistic IT Spending Forecast

The ROI Guy

the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks), • Why Your Solution?

Frugalnomics in Effect - Gartner predicts 5.5% decline in IT spending for 2015

The ROI Guy

the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks).

Value Selling and the Buyer’s Journey: 3 Conversations to Get "Do Nothing" to "Yes"

The ROI Guy

Fail to provide that guidance and the purchase decision likely stalls (where 58% of the deals end up according to Sales Benchmark Index) or the decision goes to your competitor who does a better job at facilitating the buying decision. According to Forrester, 76% of the deals go to the solution provider who can help the prospect establish the buying vision, versus only 24% for the vendor who wins the bake-off.

Gartner Raises IT Spending Forecasts – Time to Party Like its 1999?

The ROI Guy

the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks). •

Frugalnomics – Why the IT spending growth forecasts from Gartner are wrong again!

The ROI Guy

the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks), • Why Your Solution?

Where is ROI Best Applied in the Sales Process?

The ROI Guy

This was presented at the latest Forrester Sales Enablement Forum, and is a marked increase from the 65/35% split of just two years ago.

Will Gartner's Latest IT Forecast Put a Chill in your Growth Plans?

The ROI Guy

the Prospect should not wait to address the issue because every day is costing them, they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks).

The Telltale 8% Drop In Content Marketing Effectiveness

Tony Zambito

The annual Content Marketing Institute and MarketingProfs B2B Content Marketing Benchmark Study 2016 is quite startling. Recent surveys, from the likes of Forrester and SiriusDecisions , indicate the sentiment is nearly 70% or more of buyers outright reject content. by Aha-Soft.

Top Ten Ways to Immediately Improve Sales Tool Adoption

The ROI Guy

Forrester reports that less than 12% of sales professionals are perceived as value-focused by executive prospects, while the inability to communicate value messages remains the number one challenge for sales teams making quota.

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What’s the Best Social Media Monitoring Tool? It Depends

Webbiquity

Popular with agencies as well as corporate users, Radian6 offers a rich set of tools for social media monitoring, responding, tracking, benchmarking and analytics. Forrester Research has named Nielsen a leader in brand monitoring solutions, saying “the vendor has the strongest strategic vision and currently competes at a scale unmatched by any other competitor.&#. Until fairly recently, keeping track of your organization’s online presence was relatively easy.

Gartner says 2013 will be a Better Year for IT Spending Growth?

The ROI Guy

the Prospect should not wait to address the issue because they are leaving good money on the table (significant bottom-line impact, ROI and fast payback), and they are falling behind competitively (illustrated through peer comparison benchmarks).

Spring has Sprung, and So Should New Sales and Marketing Practices

The ROI Guy

It is not often we see so many thought leaders and pundits confluence around such significant observations: • At Forrester , sales enablement analyst Scott Santucci indicates that “We are in the middle of a major transformation in the B2B sales model, driven by customer’s enterprise-wide strategic procurement initiatives to buy only what they need at the lowest possible price”.

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B2B Budgeting for 2015: 10 Key Marketing Research Reports & Guides

KoMarketing Associates

Software Advice’s recently released 2014 B2B Demand Generation Benchmark report revealed that the vast majority of B2B marketers (79 percent) use at least 11 different marketing software applications. Forrester’s New B2B Buyer.

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38 Handy Stats to Prove the Value of Personas

Cintell

Understanding B2B Buyers Benchmark Study, Cintell ). 8% of companies who exceed lead and revenue goals report segmenting their database by persona ( Understanding B2B Buyers Benchmark Study, Cintell ). Using Personas increases email open rate 2-5 times (Forrester).

17 Things High-Performing Companies Do to Optimize Their Buyer Personas

Cintell

If you haven’t read the Understanding B2B Buyers 2016 Benchmark Study, you may not know that companies who exceed revenue and lead goals are more effective at creating, using, and consistently maintaining personas than those who miss their targets. (Or

3 Ways Marketing Ops Can Improve Your Planning Process

Modern Marketing

According to Allocadia’s 2016 Marketing Performance Management (MPM) Benchmark Survey , high-growth organizations are two times more likely to align marketing KPIs directly to contribution to the business than those with negative to flat growth.

Modern Marketing Lessons From PetRelocation [Webinar]

Modern Marketing

To learn more about PetRelocation’s content-driven marketing strategy from Caitlin Moore, as well as benchmark research from Forrester that highlights how you can adopt these practices, join us for the upcoming webinar, Tues, Mar.

29 Ways to Use Your Personas

Cintell

In a recent B2B marketing benchmark study we conducted, the majority of high-performing organizations used personas to guide messaging and tone of voice. You Built Personas, Now What? Creating buyer personas is only half the battle.

Email Tools and Forrester's Best & Worst of Email Marketing

Anything Goes Marketing

then check out Email Labs Email Marketing Usability Rating Calculator as well as the Email Evaluation Scorecard from Forrester (page 4 - provided by Responsys). In the Forrester report: " The Best and Worst of Email Marketing of 2006 ", there are some useful tips for email marketers. In B2B, the average score for the Forrester Email Evaluation Scorecard was -0.8 (10 Tags: email marketing , accountability of marketers , Forrester , email ROI calculator.

10 B2B Marketing Presentations to Favorite on Slideshare

KoMarketing Associates

CMI’s B2B Content Marketing – Benchmarks, Budgets & Trends. B2B Content Marketing 2017 – Benchmarks, Budgets & Trends – North America from Content Marketing Institute. The annual Content Marketing Institute / Content Marketing research dissects content marketing benchmarks, budgets and trends for B2B marketers in North America.

How to do lead management that improves conversion

B2B Lead Generation Blog

According to Forrester, top performers convert 1.54% of leads to revenue. Source: Forrester US and Europe B2B Marketing Tactics and Benchmarks Online Survey. Territory performance (benchmark and compare performance). In this post, I’m going to focus on how to do lead management that increases sales conversion. Here’s why: First, B2B lead conversion to actual revenue conversion is low. You may be wondering: how low?

Why Performance Data Isn’t Enough

Contently

Today, marketing technology can essentially be mapped to five key functions: governance, planning, production, utilization, and activation, as established by Forrester’s 2017 Wave Report.

27 surprising facts about salespeople who are Social Selling

Biznology

98% of sales reps with 5000+ LinkedIn connections achieve quota (source: Sales Benchmark Index ). 50%-70% of the buying process happens before salespeople get involved (source: Forrester ).

Strategic ROI vs Attribution: CMOs Must Know the Difference

Modern Marketing

Allison Snow, Senior Research Analyst at Forrester summarizes it well. For CMOs, and all marketers tasked with driving revenue, the constantly-looming question we try to answer is, “where should I spend my next marketing dollar to drive the most impact?”

87 New (Really) Marketing Automation Stats

Marketing Action

You can find it in the Q2 2011 Forrester Wave™ report.). Gleanster, Q3 2013 Marketing Automation Benchmark , Aug 2013). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ).

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Why Renew? Quantify Realized Value or Perish

The ROI Guy

The team usually has a benchmark ROI analysis, developed pre-sales (also developed using an Alinean powered interactive tool), and compares the current performance against this baseline to prove that the expected ROI has been achieved and that the investment to date has been a success.

How to Perform a Social Media Audit: Measure What Matters

Act-On

And as far back as 2013, Forrester analyst Zachary Reiss-Davis concluded that “ everybody uses social media for work.”. Social media is long past the novelty stage.

Are You Spending Enough on Online Marketing?

The Effective Marketer

Forrester Research has recently released a study, “ Benchmark Your Interactive Marketing Maturity “, that aims to give you some metrics to figure out whether you are putting your money on the right marketing tactics. Five Benchmarks. According to Forrester, you should take a look at the following: Annual interactive marketing budget : this involves branching out from the pure email marketing tactic and looking at mobile, tablets, and the like.

70 New (Really) Marketing Automation Stats

Marketing Action

You can find it in the Q2 2011 Forrester Wave™ report.). Gleanster, Q3 2013 Marketing Automation Benchmark , Aug 2013). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). They’re getting old.

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Does Modern B2B Lead Generation Really Work?

The Forward Observer

According to Forrester, these days buyers might be anywhere from two-thirds to 90% of the way through their purchase before they finally contact the seller. Are you struggling to fill your sales pipeline with quality leads? You may need a lead generation mindset change.

Four Keys Areas Where the CMO Must Lead

ANNUITAS

Forrester released a report this year that showed that 96% of CMOs either agree or strongly agree that “the breadth of skills needed to succeed in marketing has increased dramatically”.

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Live From SXSWi: Social Capital & The Hunt For The Magic Metric

Modern Marketing

The panel featured some sluggers like Richard Margetic of Dell, Bill Parkes of nFusion, Zach Hofer-Shall of Forrester Research and Michael Spataro of Visible Technologies. Right now, startups are trying to produce unique metrics they hope will become benchmarks.