Tony Zambito

JANUARY 5, 2011

.  Understanding what buyers are doing in the lead generation to sales cycle gap is proving to be a competitive difference maker.   This lead-to-revenue management (L2RM as coined by Forrester) model in many ways heightens the importance of buyer personas in developing end-to-end revenue management strategies and processes. 

Buyer Personas 100

Buyer Personas Lead Ranking Work Management Buying Cycle 100

Tony Zambito

NOVEMBER 1, 2020

The coronavirus pandemic has become the fuel of the forthcoming future of the B2B buyer-seller dynamic. Various studies from McKinsey, Gartner, Forrester, Salesforce, and others show increasingly that B2B buyers want seller-free buying experiences. There is no room for guesswork on understanding buyers.

Buy 309

Buy B2B Buyer Personas Buyer's Journey 309

Golden Spiral

APRIL 11, 2019

Your marketing strategy should of course include buyer personas , which can really help pinpoint your target audience, but StormID delved deeper to include the most likely Big Five traits for their buyer personas. The more specific you can be with your personas, the more empathetic your proposed solutions can be.

Buyer Personas 59

Buyer Personas Studies Ideal Customer Profiles Sales Cycle 59

Tony Zambito

JANUARY 5, 2010

As we begin a new decade, it is amazing to think how the term buyer persona has become part of the lexicon of business language.   I am often asked by clients, colleagues, friends, and family – where did the idea or the term buyer persona come from?   It resides with one man and one man only – Alan Cooper.

Buyer Personas 100

Buyer Personas Work Management Forrester Marketing Management 100

Oktopost

JANUARY 25, 2024

In our recent webinar , Karen Tran , a Principal Analyst specializing in marketing executive strategies at Forrester, offers invaluable insights on how B2B organizations can harness the true power of social media to not only enhance their visibility but also drive substantial sales growth. This is exactly where social media comes into play.

Social Media 69

Social Media Top of Funnel Webinar Metrics B2B Thought Leadership 69

Tony Zambito

MARCH 12, 2017

B2B companies are struggling to make gaining buyer insights more than the gathering of analytics, buyer intelligence, sales intelligence, and buyer personas couched in factual data. Let us examine 5 signs indicating to senior executives it is time to reboot: Your Buyer Personas Are Outdated.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251

Golden Spiral

APRIL 11, 2019

Your marketing strategy should of course include buyer personas , which can really help pinpoint your target audience, but StormID delved deeper to include the most likely Big Five traits for their buyer personas. The more specific you can be with your personas, the more empathetic your proposed solutions can be.

Buyer Personas 48

Buyer Personas Studies Ideal Customer Profiles Sales Cycle 48

Content Standard

NOVEMBER 16, 2023

As business buyers have become more self-reliant, their needs and expectations have evolved and, sadly, we’re not doing enough to keep up. According to Forrester, a whopping 85% of marketers say their content doesn’t deliver business value. Delivering the content we ‘think’ our customers want has proven ineffective.

Marketing & Strategy 90

Marketing & Strategy Buyer Personas B2B Emarketing 90

Only B2B

FEBRUARY 6, 2024

Strategies for Maximizing Impact: Build Buyer Personas: Combine demographic and intent data to create detailed buyer personas representing your ideal customers. Content Personalization: Develop targeted content campaigns and nurture sequences based on specific buyer personas and their intent signals.

Intent Data 62

Intent Data Intent B2B Sales ROI 62

ANNUITAS

AUGUST 19, 2022

” Forrester : “Organisations [sic] that are pivoting and turning the focus of their operations, technology and go-to market messaging to centre [sic] on the customer are twice as successful, and they enjoy longer customer retention, higher brand recognition, and even improved employee retention.”

Lead Ranking 130

Lead Ranking Paid Search Agency SIC Research 130

Martech

MARCH 30, 2023

One thing that drives Adele Revella, founder of the Buyer Persona Institute, completely nuts is when people develop so-called buyer personas, having never spoken to an actual buyer. AI is being used for marketing by two-thirds of B2B organizations, according to Forrester. My answer is no.

Conversion 130

Conversion Marketing Analytics Tools Paid Search Agency Buyer Personas 130

Only B2B

MARCH 20, 2024

This statistic, highlighted in a Forrester Research report, underscores the crucial role of lead qualification in B2B marketing. Matching your ideal buyer persona. Forrester Research reports that companies that nurture leads can generate up to 50% more sales at about 33% less cost than competitors.

High Quality Lead 62

High Quality Lead Lead Ranking Marketing Qualified Leads MQL 62

NetLine

APRIL 23, 2024

Per a survey from Forrester and Adobe , the majority of B2B buyers have an expectation of personalization throughout their journey. Develop Content Libraries: Create resources including email templates and call scripts that are aligned with different stages of the buyer’s journey and tailored to specific buyer personas.

Intent Data 52

Intent Data Top of Funnel Intent Outreach 52

6sense

JUNE 22, 2017

Forrester has just released The Forrester Wave TM : Predictive Marketing Analytics for B2B Marketers, Q2 2017. In the first report of its kind for the predictive marketing analytics space, Forrester named 6sense a leader among predictive analytics providers. And of the industry. How this Wave went down. Next up: the contenders.

Forrester 48

Forrester Lead Ranking Lead Scoring Marketing Budget Creation 48

Only B2B

MARCH 27, 2024

Here’s a breakdown of common challenges and solutions to keep your funnel flowing smoothly: Alignment Between Sales and Marketing: According to Forrester Research, 73% of B2B businesses report challenges aligning marketing and sales on lead qualification. Utilize targeted advertising platforms to reach the right audience.

Sales Qualified Leads 71

Sales Qualified Leads Lead Ranking Marketing Qualified Leads Ideal Customer Profiles 71

markempa

AUGUST 29, 2017

Two of the leaders in B2B funnel benchmarking, SiriusDecisions and Forrester, will tell you that inquiry-to-closed-won conversion ratios are often below two percent […]. The post How to Attract B2B Buyers with Killer Content appeared first on the B2B Lead Blog. And yet most companies are not creating effective content.

Top of Funnel 325

Top of Funnel B2B Forrester Content 325

Heinz Marketing

JANUARY 26, 2023

To effectively become a category leader, you should aim to get involved in a community of key buyer personas in existing community formats. Think about the Gartners and Forresters of the B2B world – they’ve become category leaders because they’ve done enough research that their audience trusts what they have to say.

Research 89

Research B2B Thought Leadership Thought Leadership Cold Calling 89

Heinz Marketing

AUGUST 20, 2021

Can they segment their database into buyer persona groups? A 2019 study by Forrester and Marketing Evolution found an estimated 21% of respondents’ media budgets were wasted as a result of bad data. In short, we want to know if our clients have access to the right data to support their objectives. .

Ideal Customer Profiles 120

Ideal Customer Profiles Marketing Automation Services Zoominfo Work Management 120

Madison Logic

FEBRUARY 7, 2024

Forrester Research predicts that poorly personalized content will degrade the purchase experience for 70% of buyers over its failure to demonstrate an understanding of their business needs. According to Forrester, buyers aged 25-44 will make up three-fourths of business buying teams in 2024.

Marketing AI 52

Marketing AI Work Management B2B Marketing Marketing Management 52

Hubspot

MAY 12, 2020

Forrester ). Forrester ). Forrester ). Forrester ). Forrester ). Organizations with a strong Ideal Customer Profile (ICP) -- which is similar to a buyer persona -- achieve 68% higher account win rates. Most organizations intentionally only pursue 38% of their target accounts at one time. Engagio ).

Account Based Marketing 95

Account Based Marketing Stats Ideal Customer Profiles Marketing Budget 95

Madison Logic

AUGUST 2, 2023

You need to use data to identify in-market accounts and their buyer personas. According to Forrester , 56% of marketers validate this approach, saying personalized content is key to a successful ABM strategy. The Role of Data in ABM ABM relies on data from start to finish. And it works.

Account Based Marketing 52

Account Based Marketing Personalization Multi-Channel Top of Funnel 52

Madison Logic

JUNE 28, 2023

Detailed and accurate buyer personas provide insights into challenges, preferences, decision-making processes, communication channels, and desired outcomes, enabling personalized and resonating campaign strategies. Discover why we were named a Leader in The Forrester Wave: B2B Intent Data Providers.

Ideal Customer Profiles 52

Ideal Customer Profiles Multi-Touch Attribution Campaigns Multi-Channel 52

Content4Demand

JULY 13, 2021

Leaning too heavily on one type of data can leave holes in your buyer personas and content maps. Steve Casey, a Principal Analyst at Forrester explains how the different data types can complement one another. Intent Data Do's and Don'ts.

Intent Data 109

Intent Data Intent Intent Signal Bombora 109

Webbiquity

DECEMBER 4, 2018

More than 75 percent of prospects feel the sales professionals who contact them lack knowledge of their specific business, role and responsibilities at work, or even the issues they’re trying to resolve, according to research from Forrester. You also get to understand their abilities and properly map them to your buyers’ needs.

Sales Management 218

Sales Management Top of Funnel B2B Sales Tactics 218

6sense

NOVEMBER 2, 2021

Principal of Product Marketing (and former Forrester VP & principal analyst) Kerry Cunningham , you’ll learn: What the Dark Funnel is and what kinds of intent data it contains. Your team gains a clearer picture of buyer personas. Buyer journeys become more precise, too. The benefits go on.

Top of Funnel 62

Top of Funnel Intent Signal Intent Data Buyer Personas 62

ANNUITAS

MARCH 19, 2013

Yes, a lot has been written lately on the use of buyer personas, or how content marketing “starts with the buyer, or the importance of mapping the buyer journey. Yet, according to Forrester , only 14% of marketers align compelling content with buyers’ journeys.

Buyer Personas 100

Buyer Personas Buying Cycle Forrester Buyer's Journey 100

PureB2B

JUNE 23, 2022

Buyers now navigate much of their journey solo, with almost half of them taking at least three months to conduct self-guided research into new vendors before reaching out to a sales rep. To be successful in this new normal, B2B vendors must cater to the modern needs of their buyers to facilitate a journey that’s as smooth as possible.

Top of Funnel 62

Top of Funnel Buyer's Journey Ideal Customer Profiles B2B 62

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

Content4Demand

FEBRUARY 15, 2023

Content Storytelling: Cut Through the Clutter with Inspiring Buyer Stage-Specific Content Monday, February 27, 9:30 a.m. Phyllis Davidson, VP, Principal Analyst, Content Strategy and Operations at Forrester will discuss how to achieve results by loosening the reins and allowing these technologies to work.

Marketing Analytics Tools 94

Marketing Analytics Tools B2B Marketing Ad Exchange B2B 94

Tony Zambito

NOVEMBER 22, 2015

According to recent surveys by PWC, Forrester, IBM , and McKinsey, disruptive trends in customer and buying behaviors are expected to continue over the next five years. Organizations should strive to develop buyer personas , user personas, and customer personas. by Yarden Gilboa. 3 – Customer Ecosystem.

Buyer Personas 100

Buyer Personas Lead Ranking Buy Research 100

ViewPoint

MARCH 6, 2012

Many organizations understand the value of developing buyer personas to gain this insight. Yet, according to Tony Zambito—who originated the development of buyer personas in 2002—buyer personas are no longer enough. Source: Forrester, Metrics that Matter for B2B Marketers, October 26, 2011.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

Marketing Interactions

MARCH 25, 2023

This type of content is focused mostly on the what (product), rather than the why or how of fixing the problem at hand matching the perspective of your buyers. A recent report from Forrester, The Future of B2B Content , makes a solid point about the risks of product-focused content that fails to resonate.

B2B Marketing 91

B2B Marketing Content Marketing B2B Content 91

Vidyard

NOVEMBER 20, 2017

When Forrester asked whether they prefer video content, three generations responded in this fashion: Millennials: 71%. Luckily, Forrester is here to help marketers adapt before it’s too late. In an exclusive new Forrester report , the research firm cites three ways most marketers mess it up: They over-complicate video production.

Planning 60

Planning Forrester Digital Marketing Funnels Paid Search Agency 60

Martech

MARCH 10, 2022

Buyer personas are a semi-fictional representation of your ICP, based on market research and existing customer data. Account engagement, win rate, average deal size, and ROI increase after implementing account-based marketing, according to a recent Forrester/SiriusDecisions survey. Why use them? Why we care.

Account Based Marketing 107

Account Based Marketing Ideal Customer Profiles Enterprise Management Work Management 107

Martech

APRIL 3, 2023

More than half of demand and account-based marketers use conversation automation technologies , according to Forrester’s State of Demand and ABM Tactic Survey. Take the time to research your target market and create buyer personas that represent your ideal customers.

Marketing Analytics Tools 127

Marketing Analytics Tools B2B Marketing Conversion Marketing & Strategy 127

FunnelEnvy

JULY 24, 2023

Research firm Forrester says the intent is to improve lead management “from cold to close,” but also that it “demands full joint and sales and marketing involvement, commitment, alignment and participation from beginning to end.” Pipeline accelerations also create a deeper understanding of your ideal buyer persona.

Top of Funnel 52

Top of Funnel Guidelines Wiki Startups 52

Content4Demand

NOVEMBER 5, 2021

How can intent data help marketers build content that's customized for unique accounts and target buyers? Forrester Research defines buying groups as “audiences that are activated to find solutions to business needs that match the selling organization’s solutions.”

Intent Data 92

Intent Data Intent Top of Funnel Intent Signal 92