Contently

DECEMBER 3, 2020

According to an internal study, 67 percent of our customers’ traffic came from search over the past year. By occupying valuable real estate on search engine results pages, content was not only driving traffic to their websites, but also improving brand recognition at the crucial research stage of the buying cycle.

Lead Ranking 188

Lead Ranking Multi-Touch Attribution Lead Scoring ROI 188

Madison Logic

FEBRUARY 7, 2024

Studies show that 80% of New Year’s resolutions fail by Valentine’s Day, due in large part to the lofty and often unachievable promises people tend to make as the clock strikes midnight. 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

Navigate the Channel

JULY 27, 2023

According to a recent study by Forrester Research, Inc., Content and database marketing have emerged as indispensable tools in the modern marketing landscape. these strategies have proven highly effective in engaging customers and driving sales.

Database Marketing 65

Database Marketing Product Ad Building Content Marketing 65

Kaon

NOVEMBER 3, 2015

Even though people are using the Internet to get through the buying cycle before reaching out to a sales person, that does not mean face-to-face meetings are unnecessary. In fact, real data proves that in-person meetings are the most important part of a customer’s buying experience. Even more than digital marketing.

Effectiveness 100

Effectiveness Allocation Interactive Marketing Customer Satisfaction 100

The Mx Group

AUGUST 8, 2018

After all, it’s hard to ignore stats like these: Companies who beat their sales goals are twice as likely to have formally documented personas (Cintell, “Understanding B2B Buyers: The 2016 Marketing Benchmark Study”). Email open rates are five times higher for companies using personas (Forrester). High-level buy-cycle insights.

Buyer Personas 86

Buyer Personas Budget Programs Buying Cycle Deliverability 86

Vidyard

NOVEMBER 20, 2017

When Forrester asked whether they prefer video content, three generations responded in this fashion: Millennials: 71%. And in a recent study, only 23 out of 60 companies got a passing score for using video to engage their audiences. Luckily, Forrester is here to help marketers adapt before it’s too late. Gen Xers: 58%.

Planning 60

Planning Forrester Digital Marketing Funnels Paid Search Agency 60

Mereo

MARCH 24, 2022

Recent studies from CSO Insights found that only 23% of B2B buyers prefer to engage salespeople to solve their business problems. They usually classify BD activities as “early buying cycle” and rely on a clean handoff between the two functions. Back it up.

High Quality Lead 48

High Quality Lead Business Sales Qualified Leads Marketing Management 48

ANNUITAS

MARCH 19, 2013

Yet, according to Forrester , only 14% of marketers align compelling content with buyers’ journeys. Having this information is important because it’s the first step increasing communications effectiveness, and laying a foundation on how to develop content that moves them along the buying cycle. What about the second step?

Buyer Personas 100

Buyer Personas Buying Cycle Forrester Buyer's Journey 100

Martech

DECEMBER 8, 2021

.” Data from Gartner suggests that 17% of time in the buying cycle is now spent with a salesperson — representing, said Cavanaugh “a massive decrease.” Buyers are even talking about preferring a rep-free buying experience. Why we care.

Account Based Marketing 71

Account Based Marketing Buy Process Marketing Automation Services 71

ViewPoint

MARCH 6, 2012

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. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

Oktopost

JANUARY 5, 2021

After all, we live in a world of hyper connectivity, one where up to 67% of B2B buyers are already halfway through the buying journey before they speak with an actual salesperson. We are all familiar with such statistics from people much smarter than I am, the likes of CEB, Forrester and Gartner. billion, are active social media users.

Buyer Personas 131

Buyer Personas Top of Funnel Enterprise Management Marketing Budget 131

Biznology

AUGUST 11, 2016

Recent studies show 87% of B2B sales and marketing leaders are using LinkedIn and other social media platforms, but less than 1 in 5 can clearly prove and demonstrate social media ROI. Forrester reports that 99% of leads don’t convert, and LinkedIn says 87% of leads don’t convert. My recent LinkedIn marketing study shows this.

Linkedin 80

Linkedin Top of Funnel Marketing Automation Services Sales Qualified Leads 80

NuSpark Consulting

FEBRUARY 5, 2017

Studies show that two-thirds of account-based marketers believe they have enough data – their problem is being able to draw usable insights from it. According to a 2015 report from Forrester Research, 83 percent of companies who tried using predictive analytics for insights had positive outcomes.

Account Based Marketing 100

Account Based Marketing Marketing Automation Services Marketing Management Top of Funnel 100

6sense

MAY 23, 2016

Inevitably, the conversation leads to a discussion about what data is truly predictive of a prospect or account being in an active buying cycle. Sales will tell you they hope the timing is right and that the account is in an active buying cycle when they reach out and try to connect with a decision-maker.

Enterprise Management 48

Enterprise Management Work Management Marketing Management Lead Ranking 48

Marketing Insider Group

JANUARY 24, 2013

Forrester – Forrester 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. Cambridege, MA – [link].

Twitter 100

Twitter Demand Generation Agencies Paid Search Agency B2B Marketing 100

Industrial Marketing Today

JUNE 19, 2010

The chart below from a research study done by Forrester illustrates this point very clearly. What marketing content you serve at each phase of the buying cycle also matters. That is pretty much the mantra of B2B content marketing. Transforming that concept into an actionable reality is a very different story.

Relevance 60

Relevance B2B Marketing CMS Development Buying Cycle 60

Terminus

MAY 8, 2020

Below you’ll find numbers from third-party studies, analyst reports, and real Terminus customers that all represent ABM success. Numbers a CRO Will Love: According to a commissioned study conducted by Forrester Consulting on the Total Economic Impact of Terminus, a sample set of Terminus customers reported 60% more meetings scheduled by SDRs.

Account Based Marketing 29

Account Based Marketing ABM ROI Ideal Customer Profiles 29

ANNUITAS

APRIL 10, 2014

A recent Forrester study showed that of 25 different tactics listed, B2B organizations are using on average 15 different tactics in their demand generation mix. Many organizations have more than enough content – consider that multiple studies reference that 70-80 percent of content that is created does not get used.

Paid Search Agency 100

Paid Search Agency Enterprise Management Marketing Management Automation 100

Tony Zambito

NOVEMBER 22, 2015

Changes in customer and buying behaviors continue to rock the very foundations of many industries. 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. by Yarden Gilboa. 6 – Emotion, Empathy, And Mental Modeling.

Buyer Personas 100

Buyer Personas Lead Ranking Buy Research 100

The ROI Guy

FEBRUARY 20, 2019

CSO Insight’s fourth annual sales enablement study reveals that while just implementing a defined sales enablement function is proven to increase the number of salespeople achieving quota by 22.7% They have more information at their fingertips and are engaging with salespeople later in the buying cycle.

Training 40

Training Case Studies Validation B2B Sales 40

Hubspot

AUGUST 30, 2023

11 AI Predictions in Sales for The Next Year Forrester predicts that AI-powered platforms will grow to $37 million by 2025. AI fosters better collaboration between marketing and sales Sales and marketing misalignment is one of the top reasons for lost revenue, as studies have shown.

Marketing AI 59

Marketing AI Top of Funnel Lead Ranking Work Management 59

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims.

Peer-to-peer 40

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

Ambal's Amusings

NOVEMBER 12, 2010

B2B buying cycles are lengthening. This is due to expanded self-education via the vast amount of information online, more people involved in the buying process and the resulting increase in time it takes to gain consensus to get to complex purchase decisions. Forrester Blog for Interactive Marketing Professionals.

ROI 100

ROI Top of Funnel Work Management Marketing Management 100

The ROI Guy

SEPTEMBER 17, 2010

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? Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you.

Interactive Marketing 40

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

Industrial Marketing Today

DECEMBER 7, 2010

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. How do you nurture leads?

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 60

Adobe Experience Cloud Blog

MARCH 31, 2011

A 2010 study by Forrester research found that online viewing now equals that of TV viewing. They have become the drivers of the buying cycle rather than passengers on the sales train. Internet users have dynamic activity patterns and today they spend more time on the web than ever. The average U.S.

Press 48

Press B2B Marketing Tips B2B 48

The ROI Guy

JANUARY 25, 2011

Understanding how to facilitate this buying lifecycle, especially how to connect and engage todays economic-focused executive, is a key to sales success, and establishes a roadmap for sales enablement. The Bottom Line Buyers are clearly in control of the buying cycle and are more frugal than ever before.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

Valasys

FEBRUARY 10, 2020

According to Forrester , experience-led companies have 1.6x Based on the analysis of the intent data of the customers, at various stages of their buying cycles, marketers can think of ways to optimize the graphs of their customer experience (CX). higher brand awareness, 1.5x higher employee satisfaction, and 1.9x

Enterprise Management 52

Enterprise Management Work Management Marketing AI Marketing Management 52

The ROI Guy

SEPTEMBER 3, 2010

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.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Peer-to-peer Demand 40

Industrial Marketing Today

MAY 14, 2010

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. How do you shift the focus from you or your company to your prospects and customers?

Webinar Metrics 60

Webinar Metrics Marketing & Strategy Marketing Strategy Product 60

The ROI Guy

DECEMBER 6, 2010

At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle. Gartner CIO Study Highlights Need for Outcome-Base. Accelerate Slow Sales Cycles with More Sales Enabl. The Death of a Salesman?

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

Valasys

JULY 29, 2019

Ipsos conducted a study on Global Business Influencers which revealed top decision-makers opening up about their willingness to embrace emotions, with 58% saying they either “strongly” or “somehow agree” that they “often rely on their gut feelings to make work decisions.”

Analytics 49

Analytics Marketing AI Work Management WOMM 49

Adobe Experience Cloud Blog

JULY 12, 2010

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. He said lead nurturing is rules based marketing that drives relevant messaging given a contact’s stage in the buying cycle. So why is Email Segmentation important anyway? .

Email Marketing 48

Email Marketing Practices Lead Scoring Lead Ranking 48

Ambal's Amusings

MAY 27, 2010

An additional consideration is the different needs among members of the buying committee—influencers. One or two pieces of educational content will not likely maintain a prospect’s interest across a longer term buying cycle. Forrester Blog for Interactive Marketing Professionals. MarketingSherpa.

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. We call this the “Internet fueled buying cycle.&# Can sales be made relevant and valuable again in these key stages of the buying cycle? The End of Sales as we Know It?

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

Madison Logic

DECEMBER 14, 2023

By analyzing data from past campaigns, machine learning algorithms can identify trends and patterns that you can further study to optimize future campaigns. Multiple sources, including Forrester, cite complications with AI creating answers alongside general “nonsense” that you will need to work through to make readily accessible.

Marketing AI 52

Marketing AI B2B Marketing Marketing Automation Services Work Management 52

The ROI Guy

JANUARY 17, 2011

Providing the decision support early in the buying cycle is essential to engagement success- illuminating issues, identifying improvement opportunities and delivering strategic roadmap recommendations. Gartner CIO Study Highlights Need for Outcome-Base. Accelerate Slow Sales Cycles with More Sales Enabl.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40