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B2B Ecommerce Marketing Benchmarks and Best Practices

KoMarketing Associates

Forrester expects B2B ecommerce in the just United States to reach $1.8 Even as of the close of 2018, Forrester says US B2B ecommerce had already exceeded $1.1 Forrester predicts B2B ecommerce will continue with a 10% compound annual growth rate (CAGR) for the next five years. So here’s a simple way to benchmark your own B2B ecommerce marketing. A recent Forrester research study broke out B2B companies’ ecommerce maturity into three levels.

Vidyard Releases 2019 Video in Business Benchmark Report; Uncovers Latest Trends on Video Creation, Publishing, Engagement and Analytics Across B2B Markets

Vidyard

Findings from the new report show that the average length of videos is trending shorter and shorter while audiences are opting to engage in videos longer. TL;DR– Your Key Takeaways from the 2019 Video in Business Benchmark Report Average business video length is trending shorter year-over-year: In 2018, the average length was 4.07 Unsurprisingly, companies with more employees produce more videos on average. In 2018, the average video length was 4.07

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Vidyard Releases 2019 Video in Business Benchmark Report; Uncovers Latest Trends on Video Creation, Publishing, Engagement and Analytics Across B2B Markets

Vidyard

Findings from the new report show that the average length of videos is trending shorter and shorter while audiences are opting to engage in videos longer. Unsurprisingly, companies with more employees produce more videos on average. In 2018, the average video length was 4.07

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 You also need to know the average purchase price.

Vidyard Releases 2019 Video in Business Benchmark Report; Uncovers Latest Trends on Video Creation, Publishing, Engagement and Analytics Across B2B Markets

Vidyard

Findings from the new report show that the average length of videos is trending shorter and shorter while audiences are opting to engage in videos longer. TL;DR– Your Key Takeaways from the 2019 Video in Business Benchmark Report Average business video length is trending shorter year-over-year: In 2018, the average length was 4.07 Unsurprisingly, companies with more employees produce more videos on average. In 2018, the average video length was 4.07

Video Benchmark Report Projects B2B Video Content to Double Within 12 Months

Vidyard

New report from Vidyard shows 83% year-over-year increase in video production and growing use of video analytics within B2B marketing organizations KITCHENER, Ontario – June 7, 2018 – Vidyard , the leading video platform for business, has released its second annual Video in Business Benchmark Report revealing the latest trends in video production, publishing, viewing and tracking by B2B marketing organizations.

Video Benchmark Report Projects B2B Video Content to Double Within 12 Months

Vidyard

New report from Vidyard shows 83% year-over-year increase in video production and growing use of video analytics within B2B marketing organizations KITCHENER, Ontario – June 7, 2018 – Vidyard , the leading video platform for business, has released its second annual Video in Business Benchmark Report revealing the latest trends in video production, publishing, viewing and tracking by B2B marketing organizations.

Content Hit List

Content4Demand

Scope out the most relevant breakout sessions with executives from Drift, Thomson Reuters, Forrester, HubSpot and more. B2B Video Benchmarks. The recently released Video in Business Benchmark Report from Vidyard is chock full of great intel on how today’s businesses are using video to engage with customers and prospects… and some of that information may surprise you. Videos are getting shorter, with the average clocking in at under four minutes.

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Executive Conversations: Evolving from a Sales Pitch to Prescriptive Advice

The ROI Guy

According to Forrester, 80% of sales conversations are still about selling products and services, with only 20% focused on the executive buyer's challenges and initiatives. When asked what they would like instead, the research indicates: 95% of buyers want more benchmarking insights to help measure effectiveness against industry standards and compare to peers 81% of buyers want benchmarking tools to guide future investments.

Where is ROI Best Applied in the Sales Process?

The ROI Guy

On average, 76% of deals are now won or lost early in the decision making process – going to the solution provider who helps your Prospect uncover and prioritize the issue and set the buying agenda, while only 24% are won / lost during the later competitive bake-off phase. 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.

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3 Content Marketing ROI Areas Every Marketer Should Watch

Marketing Insider Group

Take your closing rate as a percentage, multiply that by the number of leads generated by your campaign, and then multiply again by the average value of the lead, both in terms of immediate sales and in customer lifetime value.

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Convert Your Business Value White Papers into Interactive Tools

The ROI Guy

In fact, research white papers are the number one piece of content identified by buyers ( 82%) as the “most influential” to their decision making process (Demand Gen Report) As you know these white papers can be effective, so you’ve invested in business value research, contracting with Forrester TEI, IDC, or another research firm to assess the business value delivered from your solutions, and quantify this for your prospects.

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

The ROI Guy

Second, even if the growth tops 4%, this growth will still be 1/3 less than the prior decades’ 6% growth rate average. IT purchase processes are ever more complex, with IDC reporting 40% more stakeholders involved in the average purchase decision compared to just 3 years ago. According to Forrester, less than 12% of sales engagements are focused on customer value.

Top Ten Ways to Immediately Improve Sales Tool Adoption

The ROI Guy

And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year. 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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38 Handy Stats to Prove the Value of Personas

Cintell

Benefits of personas across the business: Persona-based marketing messaging : Best practice demand creation strategy that includes more personalized and customized messaging built on personas yields two times the average sales pipeline. 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 ). We’ve all been there.

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The Many Benefits of Account-Based Experience (ABX)

Engagio

In a study released by the ABM Leadership Alliance, companies that implemented account-based strategies saw an increase of 171 percent in their average contract value (ACV). Forrester). The benefits of Account-Based Experience (ABX) are clear and well-documented, including: Zero waste.

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. This year, Intershop commissioned Forrester Consulting to conduct global research on B2B end-user buyers. CMI & MarketingProfs’ 2015 B2B Content Marketing Benchmarks, Budgets and Trends.

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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. According to a benchmark study by Marketo , companies with mature lead generation practices achieve better sales productivity and higher revenue growth. Mature companies achieve 133% greater revenue versus their plan than average companies and 174% more than the least mature companies.

Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

For example, this could include methodologies, presentations, white papers and assessment tools to help sales professionals identify and illuminate buyer issues, benchmark buyers versus competitors and best practice leaders, and create / drive solution roadmaps to help resolve the most pressing customer issues. According to Forrester’s Mr. Santucci, the Frugalnomics focus has significant and fundamental strategy implications.

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 ). You are almost 5x more likely to schedule a first meeting if you have a personal LinkedIn connection (source: Sales Benchmark Series). Marketers spend an average of 4-6 hours a week on social media (source: Social Media Examiner ).

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What Do High-Performance E-Commerce Websites Do Differently? Results from the 2020 KPI Study

Moz

The annual study provides KPI benchmark data which allow digital marketers analyze their 2019 performance and plan their 2020. Average Sessions per Visitor is 2, Average Sessions per Purchaser is 5.

The Quest for Unified Marketing Measurement

B2B Marketing Directions

In The Forrester Wave(TM): Marketing Measurement and Optimization Solutions, Q1 2020 , Forrester evaluated nine "significant" vendors that offer some version of a UMM solution.

How to do lead management that improves conversion

B2B Lead Generation

According to Forrester, top performers convert 1.54% of leads to revenue. And average performers turn less than 0.75% of leads into closed deals. 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.

Hard Data to Justify Your Marketing Automation Investment

Customer Experience Matrix

A client asked yesterday if I had some benchmark information to justify the cost of her marketing automation project. It includes five pages of properly sourced industry statistics from Aberdeen , Forrester , Gartner and SiriusDecisions. The Heart of Growing Conversion Rates," 2008): Best in Class Average % higher Inquires to Marketing Qualified Leads (MQLs) nearly 10% 3.9% First, they compare Best-in-Class to all other companies, rather than Average performers.

199 Digital Marketing Stats to Drive Your Marketing Strategy

Marketing Insider Group

On average, inbound marketing overheads 62% less per lead than outbound marketing, which is more traditional. On average, Google receives more than 77,000 searches per second. Re-posting can boost the amount of monthly organic search views of published blog posts by an average of 106%.

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How to increase sales retention using data?

DemandMatrix

Data from Marketing Wizdom found that about 20% of customers leave on an average business every year, due to a lack of cordial relationship. Sales retention is one of the primary worries of any B2B player in today’s ever-competitive commercial arena.

In Search of Sales & Marketing Alignment

Marketing Advisory Network

According to Forrester research less than 10% of B2B sales and marketing organizations feel confident in their alignment. “Highly aligned organizations achieved an average of 32% annual revenue growth – while less well-aligned companies reported an average 7% decline in revenue.” I know it’s a lot to ask, but if you can spare 20 minutes to complete the benchmark survey I promise to share the results.

How to win in B2B with Artificial Intelligence

LeadCrunch

For marketing, a few benchmarks shed light on the ineffectiveness of this approach. For example, this benchmark report from WordStream includes conversion benchmarks for B2B companies doing paid search and display ads, stats based on 14,197 US WordStream customers: Click-Through Rate (CTR) —the percentage of users who clicked on a paid search ad— 2.41%. Additional benchmarks shed light on this problem.

How the Auto Industry Uses Artificial Intelligence to Eliminate Paid Media Waste

inPowered

As a result, for the first time we presented this industry benchmark data to a multitude of auto executives and their agency counterparts. The benchmarks included click-through rate (CTR), engagement rate, cost per engagement (CPE), and average engaged time in seconds. Power found out that the average consumer spends over 13 hours using online content for research purposes before making a buying decision.

The Future of B2B is Changing. Are You Ready?

Engagio

Prospects perform an average of 12 searches prior to engaging on a specific brand’s site and use an average of 10.4 According to TOPO’s 2019 Account Based Benchmark report , the #1 indicator of account-based success is the coordination between marketing and sales.

10 Most Popular B2B Lead Generation Blog Posts of 2017

Markempa

For example, LeadData’s new report, The State of Lead Management , based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads get assigned to the wrong account owner. Here’s why: According to Forrester, top performers convert 1.54% of marketing qualified leads to revenue. Do you feel excited about your 2018 plan? I hope so. If not, you’re not alone.

Complete ABM Marketing Research Report 2019: Why It Was the Most Popular Marketing Strategy of The Year

Unbound B2B

Source: 2017 ITSMA ABM Benchmarking Survey ). Research findings from a survey carried out by Forrester, show that when sales and marketing teams take time to build and mature ABM, they are up to 6% more likely to surpass their revenue goals. Introduction.

The Definitive Guide to Lead Generation

Marketo

In fact, according to a recent benchmark study by Marketo, companies with mature lead generation practices achieve better sales productivity and higher revenue growth. Mature companies achieve 133% greater revenue versus their plan than average companies, and 174% more than the least mature companies. Author: Dayna Rothman Lead generation describes the marketing process of stimulating and capturing interest in a product or service for the purpose of developing sales pipeline.

5 Social Media Strategy Questions Every CMO Needs to Answer in 2021

Hootsuite

Forrester predicts that spending on loyalty and retention marketing will increase by 30% in 2021 as CMOs assert control over the full customer lifecycle. Good: The average organization only uses native platform data collected from Facebook, Instagram, Twitter, and so on.

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3 Ways Wahl Professional Grew Its Instagram Community by 56%

Sprout Social

Leading manufacturer of grooming products, Wahl Professional , applied these strategic tactics to grow its Instagram community by 56% and, in the process, averaged 847 interactions per post. Instagram has the highest engagement rates between customers and brands among all major social media platforms, according to data from Forrester. Since implementing Sprout, @wahlpro has increased its monthly average of sent messages by more than 50%. Benchmark Success.

Video Marketing and Sales Stats That Matter to Businesses

Vidyard

TikTok Video Statistics Video in Business Benchmark Report Know where you stand, so you can stand out. Forrester blogs– Predictions 2021: Grounded Sellers Fly In The Face Of Old Norms, October 2020 Connect, Convert, and Close More Deals Easily create and share 1-to-1 videos.

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How to win in B2B with Artificial Intelligence

LeadCrunch

For marketing, a few benchmarks shed light on the ineffectiveness of this approach. For example, this benchmark report from WordStream includes conversion benchmarks for B2B companies doing paid search and display ads, stats based on 14,197 US WordStream customers: Click-Through Rate (CTR) —the percentage of users who clicked on a paid search ad— 2.41%. Additional benchmarks shed light on this problem. Few business assets are more valuable than data. Want proof?