Expert Q&A: Transform Marketing With A Revenue-Relevant Customer Experience Strategy

Modern Marketing

This expands the sales cycle to a much longer and precarious customer lifecycle: the prospect becomes a buyer; who becomes a customer; and then becomes a potential prospect again for renewal or at least advocacy. We talked to Peter O’Neill, Vice President and Principal Analyst at Forrester Research , where he leads research on B2B demand generation and channel marketing, managing a small group of analysts and working with other analysts who serve CMOs and other marketing leaders.

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B2B Lead Nurturing Myths That Promote Sales Pipeline Leaks

Modern Marketing

” Well, the data is in and according to Forrester , businesses that put nurturing at the forefront of their lead generation strategies produce 50% more leads while slashing costs by 30%. You Can Nurture a Complex Sales Cycle with Email Alone.

Advanced Retargeting: Nurturing Your Audience Across Digital Channels

Act-On

And when as much as 75 percent of the buying process happens before a contact ever reaches out to you , it is critical to be looking for proactive ways to win hearts and minds by building the brand through any number of tactics, including retargeting.

Top 50 B2B Marketing Influencers On Twitter

Marketing Insider Group

ForresterForrester Research, Inc – An independent research company that provides pragmatic advice to global leaders in business and technology. Write case studies, eBooks, white papers, etc. that advance the buying cycle: Founding member @ savvy_b2b blog.

Nine Winning Digital Marketing Strategies From The B2B World

Webbiquity

According to recent research from Forrester, digital marketing spend in the US will reach $120 billion by 2021. There are more case studies and whitepapers out there than there is time to read them. Guest post by Cheryl Joy.

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How Smart Lead Nurturing Can Grow Revenue

LeanData

Just as the name implies, lead nurturing is about growing relationships at every stage of the buying cycle – even when potential customers don’t seem interested in purchasing your product or service. In deals that involve long sales cycles and have a large number of potential influencers inside a company, a steady stream of informative content needs to be shared to establish your credibility. Forward-thinking B2B businesses develop strategies for nurturing their prospects.

Social Media Hierarchy of Needs - Best Practices for ROI Success

The ROI Guy

From our social media ROI studies, analyzing the investment, popularity, practices and results of social media marketing for the Fortune 500, and select small / medium companies, a key indicator to social media ROI success was level of engagement.

B2B Lead Generation without Lead Nurturing is Doomed to Fail

Industrial Marketing Today

It is a fact of life that the bulk of your site visitors and/or conversions from landing pages are not ready to buy now. This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people. He defines lead nurturing as “… having consistent and meaningful dialog with viable prospects regardless of their timing to buy.

7 Strategies for Using Content to Market Industrial Products

Industrial Marketing Today

What do you do when the bulk of your marketing content, with the exception of case studies is product focused? Here are seven content marketing strategies that you can use to engage your prospects and move them forward in their buying cycle.

Demand Generation In the Face of Frugalnomics and Internet Fueled Decisions

The ROI Guy

Successful demand generation programs are uniquely challenged today, and must address a changing landscape where: Economics are driving more decisions; The Internet is fueling a prospect driven buying cycle, and; Prospects are faced with information overload resulting in shorter attention spans than ever. The more buying organizations are a forced to do-more-with-less they adopt different business patterns.”

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Myth Busters: 4 Misconceptions About Predictive Intelligence

6sense

Inevitably, the conversation leads to a discussion about what data is truly predictive of a prospect or account being in an active buying cycle. Leaving unanswered the more vital question of: “Is this account in an active buying cycle for my products and services?”.

CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table

ViewPoint

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. Check out this SlideShare case study for details on the process the company took to get there.

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How to Tailor Lead Nurturing Content to Suit Individual Personas

Hubspot

According to Forrester Research , companies that excel at lead nurturing generate 50% more sales ready leads at a 33% lower cost. If this is the case, then why are only 49% of marketers taking advantage of lead nurturing tools , as evident by Loopfuse's Marketing Automation Study ?

The End of Marketing as We Know It: Overcoming Buyer Challenges with Interactive Smart Content

The ROI Guy

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?

How Smart Lead Nurturing Can Grow Revenue

LeanData

Just as the name implies, lead nurturing is about growing relationships at every stage of the buying cycle – even when potential customers don’t seem interested in purchasing your product or service. In deals that involve long sales cycles and have a large number of potential influencers inside a company, a steady stream of informative content needs to be shared to establish your credibility. Forward-thinking B2B businesses develop strategies for nurturing their prospects.

How Smart Lead Nurturing Can Grow Revenue

LeanData

Just as the name implies, lead nurturing is about growing relationships at every stage of the buying cycle – even when potential customers don’t seem interested in purchasing your product or service. In deals that involve long sales cycles and have a large number of potential influencers inside a company, a steady stream of informative content needs to be shared to establish your credibility. Forward-thinking B2B businesses develop strategies for nurturing their prospects.

ClickInsights: How can B2B marketers use content effectively for demand generation?

Ambal's Amusings

Forrester Blog for Interactive Marketing Professionals. B2B Lead Generation Benchmark Study 2009. When you create your content strategically, you have the ability to more accurately gauge how far along prospects are in their buying process based on which content they view.

Numeric Scoring: The Key To Lead Management Success

delicious b2bmarketing

Home Forrester Research « We’re renaming the blog | Main | New networks in the news » April 16, 2008 Numeric Scoring: The Key To Lead Management Success [Posted by Laura Ramos ] Recently I saw a preview of Eloqua’s spring release and it got me thinking about the role lead scoring plays in determining campaign effectiveness. Three key ones that we look at: profile match, engagement level, and buying cycle position. Or is my reconstruction of their case a straw man?

Re-casting How We Think About B2B Marketing Automation | MarketingProfs Daily Fix Blog

delicious b2bmarketing

So given this power shift, B2B marketers must more than ever work to wrap their marketing programs around the B2B buyer — managing dynamic, anticipatory, buyer-driven campaigns and programs and being in the right channel with the right information in the right voice at the right stage of the buying cycle. Edward Brice in a recent interview on the Savvy B2B Marketing blog. “They have to stop focusing on the sales cycle and instead focus on the buying cycle.

Email Marketing Best Practices from MarketingProfs Virtual Event

Modern B2B Marketing

Forrester Research shows that 59% of consumers open email based on their individual interests and 51% open emails based on their needs at that time. Buying Expensive. Buying More but Paying less. Have someone raise their hand to say they are ready to buy.