The ROI Guy

OCTOBER 26, 2018

I had the pleasure to present at a VIP Breakfast yesterday within the Forrester B2B Marketing and Sales event, on-stage with Mary Shea, Principal Analyst for Forrester, This included announcing live our merger with Mediafly, a leading sales enablement company. Clearly, expectations are being missed.

Forrester 69

Forrester Marketing Management FAQ B2B Sales 69

Madison Logic

AUGUST 2, 2023

B2B buyers need more attention and information to make a purchase decision, ideally, a personalized buying experience. Why Personalization Matters Today’s buyers no longer want a personalized experience; they demand it. That’s where account-based marketing (ABM) comes in. And it works.

Account Based Marketing 52

Account Based Marketing Personalization Multi-Channel Top of Funnel 52

ClickZ

AUGUST 27, 2020

AI-enabled chat is helping businesses provide relevant coronavirus and business information for brick and mortar stores and on-site teams. Intelligent chat offers a conversational solution for mortgage lenders who are helping buyers lock in lower rates. Information is constantly changing, and buyers need answers.

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Marketing AI Work Management Resource Management Marketing Management 111

Outreach

JUNE 22, 2021

Your sales reps forget about 50 percent of information they have just processed within the first 60 minutes. The diminishing recollection of learned information over time is known as “The Ebbinghaus Forgetting Curve,” named after late German psychologist Hermann Ebbinghaus, who founded the experimental psychology of memory.

Work Management 89

Work Management Marketing Management Outreach Sales Cycle 89

B2B Marketing Directions

JUNE 11, 2023

About a decade ago, the B2B buying process model developed by SiriusDecisions (now part of Forrester) became widely popular with B2B marketers. Wade's B2B buyer journey framework contains five distinct phases - Horizon Scanner , Explorer , Hunter , Active Buyer , and Client. Webster and Yoram Wind. In Chapter 02 of the book, Ms.

Top of Funnel 40

Top of Funnel Buyer's Journey Lead Ranking B2B Thought Leadership 40

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

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

KoMarketing Associates

JANUARY 23, 2018

This echoes similar research from Forrester, too – they found that only 31 percent of marketers use journey maps in their work. What needs to be done – and what so few content marketers are doing – is to “map” your content to the buyer’s journey. It’s their job – literally. Take detailed notes of everything they tell you.

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Top of Funnel Marketing Automation Services Marketing Automation Automation 275

Seismic

DECEMBER 9, 2021

The award recognizes providers leveraging visionary use of technology to not only adapt as markets change, but to actively disrupt and inform how their markets will evolve. 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. .

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Research Work Management Marketing Management Marketing Analytics Tools 52

Heinz Marketing

MAY 16, 2022

Today, featuring the founder and CEO of Demand Revenue, former SiriusDecisions and Forrester Analyst, Alan Gonsenhauser. Obviously, if you have been following SiriusDecisions or Forrester for a long time you’ve probably seen Alan’s name in research or content. Alan, thanks for joining us. Nice to do one of these with you.

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Top of Funnel Lead Scoring Lead Ranking CMO 93

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. Utilize multiple data sources to target the right accounts.

Display 52

Display Advertising Channels Account Based Marketing Advertisements 52

Martech Advisor

DECEMBER 3, 2019

Unfortunately, most marketers don't know how their customers feel about advertising, according to Forrester. The center should give consumers options for how they receive communications from you (email, social media, texts), how often you should contact them, and the types of information they want.

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Opt-out Opt-in Work Management Marketing Management 66

Madison Logic

JANUARY 18, 2023

Marketers need to adapt their content strategies to give them what they want and positively affect the buyer’s experience. . In the early stage of learning about a solution, buyers require bite-sized information that will not overwhelm them or assume that they know more than they do, short-form content performs best here. .

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

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.

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Top of Funnel Buyer Personas Content B2B Thought Leadership 53

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. Keep in mind that personalization isn’t just about what content you use to engage buyers—it’s also about how you deliver it.

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Purchase Account Based Marketing ABM Multi-Channel 52

B2B Marketing Directions

NOVEMBER 29, 2015

Today, however, rising buyer expectations and changing buyer communications preferences require new kinds of marketing communications methods that don't fit the traditional campaign construct. For example, Forrester Consulting recently wrote: ".

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Campaigns Planning Lead Ranking B to B 45

Mereo

MARCH 26, 2020

you have nothing of which to serve your buyer. And over time, your buyers’ needs you first set out to alleviate change. From market analysis, to competitive analysis, to future forecasts, and specific customer needs and feedback , a lot can successfully inform your solution decisions. A past problem is wiped out.

Work Management 41

Work Management Marketing Management Lead Ranking Demand Generation Agencies 41

Ambal's Amusings

AUGUST 27, 2010

If that’s the problem, then the content will be designed to discuss how global project teams can use workspaces to collaborate in real time, access the information they need with a click and work on product iterations with other members of the team as if they were in the same room with video conferencing. Ardath Albee Recommends.

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Work Management Marketing Management B2B Business 100

The ROI Guy

MARCH 15, 2011

Empowered Buyers: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all. Commodity sales professionals are being disinter-mediated.

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

Ambal's Amusings

MAY 27, 2010

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. Content has a job to do.

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B2B Marketing Content Marketing B2B Planning 100

PathFactory

SEPTEMBER 12, 2018

You and your buyers have probably had this experience, too. According to recent Forrester Research, 73% of millennials in the workforce are already involved in purchasing decisions for their firms and that millennials will comprise 44% of the total US workforce by 2025¹. Some were even born into it. Resonate emotionally.

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Forrester Lead Ranking B2B Top of Funnel 40

The ROI Guy

NOVEMBER 29, 2010

Having the right content and tools to help fuel buyer’s decision making process is essential. This requires the right content at each stage of the buying cycle; Information Overload –buyers are inundated with more marketing messages over more channels than ever before, becoming overloaded and confused, leading to stalled decision cycles.

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

The ROI Guy

AUGUST 13, 2013

According to a new research report, IT buyers have dramatically changed. Gartner indicates that” Newly empowered and informed buyers are taking control of the sales cycle, which should be cause for concern for many sales leaders.”

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Gartner Marketing & Strategy Marketing Strategy Lead Ranking 40

The ROI Guy

SEPTEMBER 17, 2010

As a result, buyers now suffer from Information Overload. The question any marketer needs to ask - Are your marketing efforts adding to the clutter, or driving a valuable dialogue and as a result, connecting meaningfully with prospects to advance the buying cycle? These three issues are having a measurable impact on marketing.

Interactive Marketing 40

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

Martech

MARCH 16, 2022

. “Translating click-based engagement into buyer-led enablement across interactions requires conversation design that senses and responds to spoken and unspoken buyer needs across complex and connected buying journeys. Get the daily newsletter digital marketers rely on.

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Forrester B2B Sales Vendors Newsletter 107

The ROI Guy

JANUARY 17, 2011

These buyers need a reason to engage – and delivering personalized, proprietary and consultative benchmarks, insight and advice is essential. I agree, that both are needed, and this is what makes marketing in this new decade such a challenge. ► October (8) Tech Marketers May Need to Rethink Budgets for 201.

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Budget Programs Marketing Automation Services Enterprise Management ROI 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.

B2B Sales 52

B2B Sales Intent B2B Marketing Digital Asset Management 52

The ROI Guy

NOVEMBER 4, 2010

Is this digital spending allocation aligning with buyer needs? When asking over 200 IT buyers what they felt was most important part of the overall purchase process, over 1/3rd of the buyers indicated Vendor Content as key to the purchase decision. Content is King?

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Work Management ROI Marketing Management Marketing Budget 40

Hubspot

FEBRUARY 8, 2023

Forrester also predicts that the market for AI-powered platforms will grow to $37 billion by 2025. AI can assist with a number of sales functions, including: Adapting quickly to buyer needs. Teams can more quickly adapt to increased buyer sophistication and changing buyer journeys. Accessing real-time data.

Marketing AI 78

Marketing AI RFP Work Management Marketing Management 78

Madison Logic

MAY 18, 2023

Generative AI uses natural language processing to pull information from around the web to answer search queries and fulfill copy requests. Forrester points out that one of the biggest issues with AI is its “hallucinations and coherent nonsense.” The hardest part of writing is often just putting pen to paper.

Work Management 52

Work Management Practices Marketing Management Generation 52

Televerde

AUGUST 30, 2021

Did you know that 94% of your potential B2B buyers are doing their own research before they reach out to any potential solution providers? The days of buyers relying solely on sales reps for the information they need are long gone. B2B buyers today have more options and information than they ever had before.

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

Seismic

MAY 24, 2019

This exercise will not only inform content but also provide invaluable data for messaging and sales plays. A buying experience map follows each step your buyer(s) take from status quo to purchase. The critical information needed to build the buying experience map should come from your target buyers and from sales.

Work Management 78

Work Management Marketing Management Tips Content 78

Crimson Marketing

MARCH 16, 2015

Online shopping, predicted by Forrester to exceed $370 billion by 2017, will still account for just 10% of all USA retail sales. Make available on your website, through in-store kiosks and via store associates all the information a buyer needs to know where their item is in stock locally.

Advertising Channels 100

Advertising Channels Lead Ranking Mobile Marketing Forrester 100

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

The buyer has WAY more control than they used to. Prior to 2005, B2B sales people were the gate keepers of information about the companies’ products and services. We may not have liked talking to salespeople, but it’s how we got the information we needed in order to evaluate a purchase.

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Top of Funnel Process B2B Thought Leadership Work Management 120

Marketing Insider Group

JUNE 7, 2012

The buyer is in control and decides whether to act on the content or not. It is typically more persistent or “ always-on ” as the content is placed where buyers tend to go seeking information. Buyers are in control of their own buying process. Buyers are shifting their time spent on Digital channels.

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Inbound Marketing Cost Paid Search Agency Lead Ranking 100