Mereo

JUNE 29, 2023

Your buyers desire meaningful content that is shares keen insights and is backed by facts (statistics, client testimonials). In fact, Forrester estimates that 65% of produced marketing assets go unused because they are irrelevant. Just like your value messaging, your content should resonate and be tailored for buyer needs.

Top of Funnel 36

Top of Funnel Content Marketing Case Studies Case Study 36

Madison Logic

SEPTEMBER 21, 2023

Use data to target the right accounts Any ABM strategy requires you to speak directly to buyer needs. To personalize your messaging and shift away from generic ads you need a deep understanding of your target audience. It’s also a proven method for generating higher clickthrough rates, web engagement, and pipeline.

Display 52

Display Advertising Channels Account Based Marketing Advertisements 52

Televerde

DECEMBER 27, 2017

Having the right technology, and knowing how to use it, is the essential first step in getting the kind of results attributed to modern marketers in a Forrester survey of marketing decision makers which shows, among other things, that 94% of modern markers attain significant market share, with 49% holding the market-leading position. [1].

Planning 58

Planning Top of Funnel Buying Cycle Buyer's Journey 58

Heinz Marketing

MAY 16, 2022

Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. Today, featuring the founder and CEO of Demand Revenue, former SiriusDecisions and Forrester Analyst, Alan Gonsenhauser. One blog is how you transform marketing in a product or engineering led organization.

Top of Funnel 93

Top of Funnel Lead Scoring Lead Ranking CMO 93

Seismic

DECEMBER 9, 2021

The need for innovation has never been greater — in how enablement is executed to meet the changing buyer needs, seller demands, and even how and who we hire. . Check out these recent blog posts: How buyer behavior has evolved and what it means for sales How forward-looking organizations get enablement right.

Research 52

Research Work Management Marketing Management Marketing Analytics Tools 52

Customer Experience Matrix

DECEMBER 27, 2010

Recognizing that buyers will use the chart to select products no matter what I tell them, I settled on dimensions that are directly related to the purchase process: - product fit , which assesses how well a product matches buyer needs. But I’m perfectly aware that only readers of this blog will recognize the distinction.

Marketing Automation Services 120

Marketing Automation Services Lead Scoring Lead Ranking Vendors 120

Cintell

MARCH 10, 2016

Using Personas increases email open rate 2-5 times (Forrester). Lack of foundational research into targeting the right audience and understanding buyer needs and behavior causes a huge waste of resources.” Persona based content increased customer engagement almost six-fold when targeting cold leads (10% versus 58%). DemandGen).

Lead Scoring 100

Lead Scoring Lead Ranking Top of Funnel Sales Qualified Leads 100

Scoop.it

OCTOBER 29, 2019

Because many organizations don’t understand why sales reps need content and what types of content to provide them to help them win more deals. Why Do Salespeople Need Content? According to Forrester , 62% of buyers prefer to finalize their list of vendors or even decide on a solution based solely on digital content they consume.

Top of Funnel 53

Top of Funnel Buyer Personas Content B2B Thought Leadership 53

Ambal's Amusings

AUGUST 27, 2010

Blog Marketing Interactions Twitter Ardath421. Blog Webbiquity Twitter TomPick. "Effective content for either technical or business buyers needs to address issues that keep them awake at night" Tom Pick's Bio. Forrester Blog for Interactive Marketing Professionals. Tom Pick's blog Webbiquity.

Work Management 100

Work Management Marketing Management B2B Business 100

Madison Logic

MARCH 13, 2024

According to Forrester research, millennial buyers aged 25-44 are increasingly shifting into purchase decision-making roles and are expected to make up three-fourths of business buying teams in 2024. As a result of this shift, marketers and sellers can no longer rely on what has always worked to reach them.

Purchase 52

Purchase Account Based Marketing ABM Multi-Channel 52

Ambal's Amusings

MAY 27, 2010

Blog Marketing Interactions Twitter Ardath421. When planning for content creation, B2B marketers need to take into account the information buyers need at different stages of the buying process. An additional consideration is the different needs among members of the buying committee—influencers. Ardath Albee.

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

The ROI Guy

NOVEMBER 29, 2010

For example, automotive sites now provide more tools than ever to guide buyer’s decisions including customized configurators and pricing tools, competitive comparison tools, video brochures, and Facebook “fan” pages.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Frugalnomics in Full Effect: Forrester and Gartner.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

SEPTEMBER 17, 2010

In order to attract, connect and capture these frugal buyers, marketers need to produce content that raises economic interest, quantifies value, and boosts urgency in a time where it’s easier to do nothing than make a wrong investment. How fundamental is the shift from product / solution selling to value selling / marketing?

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Is this digital spending allocation aligning with buyer needs?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

NetLine

NOVEMBER 30, 2023

Identify the key themes and information needs of in-market buyers at each sales stage A good place to start is by pinpointing the key themes and information in-market buyers need at each stage of their journey by analyzing intent data to uncover common trends, pain points, and interests. Created using DALLE via ChatGPT.

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52

Madison Logic

MAY 18, 2023

You and your team can then leverage these three main challenges an audience will care about to fuel a blog post, an infographic, or a social media post. Forrester points out that one of the biggest issues with AI is its “hallucinations and coherent nonsense.” Not knowing the source of the data makes it harder to trust it.

Work Management 52

Work Management Practices Marketing Management Generation 52

Sana Commerce

OCTOBER 4, 2021

Data from Forrester shows that two-thirds of businesses today meet customer expectations, but only 3% exceed them. Diving specifically into the digital customer experience, currently, companies are twice as likely to be chosen as a buyer’s preferred supplier if the digital experience offered is outstanding. Source: McKinsey.

Digital Transformation 52

Digital Transformation B2B Sales Enterprise Management B2B 52

Televerde

AUGUST 30, 2021

Companies can use strategies like ABM to proactively reach out to high-potential buyers or utilize lead magnets to offer valuable content in exchange for contact information. According to Forrester, sellers who shape a buyer’s vision of their potential solution win 75% of subsequent purchases made.

B2B 86

B2B B2B Sales Training B2B Marketing 86

Salesforce Marketing Cloud

JANUARY 11, 2024

About $3 trillion — that’s Forrester’s estimate for B2B sales by 2027, almost double what it was in 2021. Because the buyer in these situations has different intent, needs, and requirements, the sales process and deal timeframe are also different: B2B sales focuses on long-term relationships.

B2B Sales 59

B2B Sales Practices Work Management Marketing Management 59

Kapost

APRIL 5, 2017

Organizations that use a mapping program to manage buyer and customer journeys average a 79% increase in cross-sell and upsell revenue, marketing research from the Aberdeen Group reveals. In the new B2B marketing landscape, buyers are in control of their journeys. The Plain Ol’ Chart.

Top of Funnel 81

Top of Funnel Buyer's Journey Digital Marketing Funnels Buyer Personas 81

Sales Engine

AUGUST 23, 2016

We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. Today, B2B buyers start with an anonymous Google search, which then leads to the consumption of white papers, webinars, videos, blogs, and so on. For sales, knocking on doors isn’t really an option.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Marketing Insider Group

JUNE 7, 2012

One of the great benefits of blogging is that it allows me to think a little longer on how best to respond to really important questions like these. It is typically more persistent or “ always-on ” as the content is placed where buyers tend to go seeking information. Forrester: CMO Mandate: Adapt or Perish.

Inbound Marketing 100

Inbound Marketing Cost Paid Search Agency Lead Ranking 100

Sales Engine

OCTOBER 8, 2015

We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase. Today, B2B buyers start with an anonymous Google search, which then leads to the consumption of white papers, webinars, videos, blogs, and so on. For sales, knocking on doors isn’t really an option.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Delivra

NOVEMBER 14, 2018

Forrester has predicted that spending on marketing automation will hit $25 billion by 2023 , signaling a 14% annual growth rate since 2017. Buyer personas are a critical component of a successful B2B marketing automation campaign. Throughout every phase, you need to keep your focus on buyer personas.

Marketing Automation Services 45

Marketing Automation Services Marketing Automation Automation B2B Marketing 45

Webbiquity

OCTOBER 8, 2019

The next largest expense is usually content production: website copy, blog posts, marketing collateral, white papers, ebooks, video, infographics, social media posts, etc. Actually, the B2B market is about twice as large, according to Forrester. Do you like the green or the blue better? Instead, tell a good story.

Enterprise Management 232

Enterprise Management Work Management Marketing Management B2B Marketing 232

Content Standard

OCTOBER 2, 2020

” — Ann Handley “Doing well with blogging is not about writing one key post, it is about performing day-after-day and helping a few people at a time.” ” — Mike Moran “SEO is a marketing function for sure, but it needs to be baked into a product, not slapped on like icing after the cake is baked.”

Paid Content 118

Paid Content Top of Funnel Planning Paid Search Agency 118

Martech

APRIL 15, 2022

Remember that your content marketing isn’t restricted to written blogs; you should also focus on publishing e-books, white papers, images, infographics, GIFs, podcasts, and videos that you can share to engage and retain your audience. B2B marketing programs meet executive-level buyer needs via highly targeted promotions.

Marketing AI 119

Marketing AI Marketing Automation Services Account Based Marketing B2B Marketing 119

ANNUITAS

JUNE 1, 2015

Citing sources from their own research and that of Forrester and Corporate Executive Board (CEB ) that show how the majority of B2B buying cycles are self-driven, digital endeavors, Sirius then showed additional research that said these research backed statements – including their own – may not be completely accurate.

B2B Sales 100

B2B Sales Top of Funnel Research B2B 100

The ROI Guy

SEPTEMBER 28, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tuesday, September 28, 2010 Do White Papers Still Engage?

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

Metadata

FEBRUARY 16, 2021

A year ago, nobody was using these words and now, Gartner and Forrester and Constellation and Aragon and other analysts are becoming more and more familiar with our vocabulary, and that’s where you want to be when you’re creating categories. We need categories, so that we know how to compete. Elissa Fink: Yeah.

Enterprise Management 52

Enterprise Management Paid Content Sales Management Work Management 52