82% of CMOs Have Goals that Align with Revenue Targets — A Discussion on Marketing Performance Management with a Forrester Analyst [Video]


Allison Snow is a Senior Analyst on Forrester’s B2B marketing team with a focus on marketing performance management. Forrester survey results reflect that the single biggest challenge faced by B2B marketers as they set budgets is "attributing program spend to revenue results."

Are your Sales Reps Prepared? The Good, the Bad and the Ugly.

The ROI Guy

Each year Forrester asks this question of Executive Buyers worldwide, and the results reflect the Good, the Bad and the Ugly of current sales rep capabilities: > The Good – A majority of buyers ( 62% ) indicate that your vendor sales reps are knowledgeable about your company and products.

Three Big Myths Debunked at SiriusDecisions Sales and Marketing Summit

The ROI Guy

Forrester concurred , reporting that digital experiences are replacing sales reps at a rapid pace, foretelling a 22% decline in the number of B2B sales reps over the next 5 years = a total of 1 million sales reps expected to lose their jobs.

The Modern Day Social Seller: Buyers are More Empowered, But So Are You!

The ROI Guy

At the same time, Forrester reports that earlier engagement is more important than ever - with 76% of the deals going to the solution provider that is able to help the prospect identify the top priority issues to address and establish the buying agenda (versus only 24% going to the rep who can win the bake-off).

Where is ROI Best Applied in the Sales Process?

The ROI Guy

This was presented at the latest Forrester Sales Enablement Forum, and is a marked increase from the 65/35% split of just two years ago. ROI and financial justification has traditionally been used in later phases, to create the business case for economic-buyer / CFO approval.

5 Ways to Get Your Executive Team on Board With Predictive


Case Studies . Ask your rep for case studies that reflect your buyer use case. Case studies can be oriented in two ways: company-specific or use case-specific. Company-specific case studies help your organization identify with another organization in the same industry or of similar size. Use case-specific case studies help your company understand an important problem that you face.

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. Presenters of Inbound Conference. Write case studies, eBooks, white papers, etc.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)


Consider this case study: Email Marketing: 17.36% higher average clickthrough rate in 7 personalized subject line tests. Presenting the right call-to-action at the right time. This year I've been talking a lot about Nurturing.

Nine Winning Digital Marketing Strategies From The B2B World


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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Why B2B Lead Nurturing Can Be The Golden Ticket to Sales Success

The Forward Observer

According to Forrester , CSO Insights , Marketo and others, companies that excel at lead nurturing correctly: Generate 50% more sales-ready leads at 33% lower cost per lead. Blasting your entire database with a new case study.

B2B Tech Buyers Like Social Media


Case Studies. Forrester Research is presenting survey results of B2B technology buyers and their use of social media during the buying process.   Forrester Research: Download slides and listen to the webcast about this survey.  Case Study Writer.

7 Things You Can Learn from Influencers at Marketing Nation Summit

Modern B2B Marketing

Joe Pulizzi , Founder of Content Marketing Institute, will present on Rethinking Marketing: How CMOs are Building Media Companies Within Their Marketing Department. He always shares not only an interesting presentation but an actionable one.

Can CMOs Master The Customer Experience For Hispanic Shoppers?

Buzz Marketing for Technology

According to the Terra Third Hispanic Digital Consumer Study by comScore , Hispanics have actually outpaced non-Hispanics in the adoption of smartphones, increasing from 43 percent in 2010 to 57 percent in 2012. Are the products and options presented meaningfully on a small screen?

Beyond Responsive Design: How to Optimize Your Website for Mobile Users


Sally’s experience is illustrative of the cross-device journey that many customers now make as they move through the marketing funnel: 75% of US online adults use 2+ devices connected to the internet, and 67% have switched devices while completing common tasks, according to Forrester.

Say Hello to Personalized Video!


According to a 2014 study by Radical , “Business users send and receive on average 121 emails a day in 2014, and this is expected to grow to 140 emails a day by 2018”. Share personalized versions of your product demo or customer case studies to deepen engagement late in the sales cycle.

87 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”.

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54 Content Marketing Stats to Guide Your 2018 Strategy


76% of B2B marketers blog, and 73% publish case studies - Content Marketing Institute. . . Case studies allow businesses to use relatable business stories to move prospects towards the end of the buyer journey.

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Summit or Bust: 5 Reasons You Can’t Miss Marketing Nation Summit

Modern B2B Marketing

Though, this year, that isn’t the case at all. Here are a few that I’m particularly excited about: Embrace Customer-Centric Measurement To Optimize Business Performance— Rusty Warner, Principal Analyst, Forrester.

70 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”.

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The 10-Minute Marketing MBA


We read through multiple case studies and learned about the structure and strategy involved with starting and scaling a business. The Case Study Method. Marketing MBA professors often teach courses using the case study method. Have ten minutes?

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A New Framework for Sales Enablement

Marketing Action

No: In a 2010 blog post, Forrester’s Scott Santucci described the struggle an executive roundtable composed of VP-level sales and marketing executives representing 16 blue-chip companies had to define the term, way back in 2008. Is “sales enablement” just another buzzword? Yes, and no.

15 Facts to Know About Bottom of the Funnel Marketing


Forrester. For 43% of B2Bs, the time it takes to go from attraction to conversion has increased--in some cases it has increased by as much as 22%. From here, you can present a customized solution with the right message at the right time.

The Definitive Guide to Machine Learning for Marketers in 2017

The Lead Agency

Similarly, a joint study conducted by WARC and Deloitte Digital , has shown that 58% of CMOs believe that artificial intelligence will be a competitive factor for most businesses within the next four years. With each topic, we have included some case studies and examples.

A B2B Guide to Engagement Marketing (with Strategies, Tools and Examples)


Research from Forrester finds that today’s customers “distrust and resent one-off campaigns that interrupt or intercept them”. . According to Forrester, prospects wait until they are 65-90 percent of the way through their journey before approaching a vendor. .

Discover Where Your Competitors Are Beating You Online


Such as whitepapers, case studies, eBooks, buyer guides, videos, webinars, podcasts, infographics, use cases, kits, presentation decks, etc. In this case ignorance is not bliss. 3] Forrester. [4] 4] Forrester. [5] Every company has competitors.


10 Resources to Help You Teach Inbound Marketing


For instance, you'll find stats such as 53% of US digital marketers plan to prioritize mobile ads in 2015 over social media (Forrester Research) and 40% of women like strawberry flavored alcoholic drinks (Nielsen).

40 Awesome Marketing Tweets From 2011

Marketing Insider Group

Email marketers need to get back to basics: [link] – study by @ Econsultancy. Studies show social media a long way from integrated into the marketing mix. RT @ derekedmond : Latest Post: 18 B2B Marketing Presentations to Favorite on #Slideshare [link] via @ komarketing #B2B.

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Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

Analysts such as Forrester and Gartner are highlighting “consumerization” of business as a key trend for the next several years, and B2B marketing is one area that will face the ‘consumerization” change, making content marketing and interactive decision support tools more important than ever before.

Brand new MarTech agenda launched with 70+ talks and 100+ speakers


And while the vendor landscape is one concrete artifact of that growth, the range of expert insights and case studies to be shared on the implementation and application of this technology is another quantifiable testament to the sheer scale of the remaking of marketing underway.

American Business Media - Research & Marketing

delicious b2bmarketing

Bringing the business media opportunity to life for marketers, advertisers and media planners/buyers, each issue contains industry data, research and case studies that document the power and effectiveness of business media as advertising and marketing vehicles.

Interview: Guided Selling with Storytelling, Insights and Financial Justification

The ROI Guy

Yes, there are several studies that point out how sales reps are being invited later into the decision making process. And research from Forrester indicates that the late engagement could have serious impacts on win rates?

55 (of the) Best Social Media Tips, Tactics and Tools of 2010


According to a HubSpot study, 71% of marketers viewed Twitter as a useful marketing tool last year, up from just 39% in 2009. The specifics are different in each case, but “listening&# and “trust&# are recurring themes.

How Can You Shine as Gartner Lowers IT Spending Forecasts for 2013?

The ROI Guy

Sitting in on the majority of sales presentations and you can see that most are still delivering empty product pitches or pseudo-solution selling with a few cursory questions and canned “death by PowerPoint” presentations. So how well do you deliver the business cases that CFOs demand?

70 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”.

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Mastering modern marketing technology leadership over 2 intense days


You can get an early start on the day by joining us for a sponsored breakfast and presentation on modern project management from Workfront. Data that will help you make the case for social transformation within your organization. May 10: SOLUTIONS TRACK & LUNCH PRESENTATIONS.


Reduce, Reuse & Recycle: How to Use Business Byproducts to Create Growth Opportunities


And as is often the case in mentoring, I am learning as much, if not more, from them as they are from me. If you think about it, entire global businesses -- Experian, Nielsen, Gartner, Forrester -- have made on aggregating data.

How Smart Lead Nurturing Can Grow Revenue


Also, studies that have shown customers can be about 70 percent through the sales process before ever engaging a sales rep, New-Waterson added. Forrester Research has determined that companies excelling at lead nurturing generate 50 percent more sales-ready leads at 33 percent less cost, Coveney added. Some of the highlights of his presentation included: Setting goals: It’s important to decide your objective.

B2B Social Media Marketing -- Does It Work?

delicious b2bmarketing

Nearly 85 percent of B2B decision makers are online and using social media to help in their decision making, according to Forrester Research estimates. In messaging youll find they are more concerned with addressing logistics of helping small businesses, with messaging strategies "designed to facilitate sharing core content such as customer case studies and tools that bring the benefits of logistics to life [after] other marketing materials drive consumers to the site."

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The 2011 #Nifty50 Top Twitter Men Reprise


Today, Tom Pick ( @TomPick ), Online Marketing Executive at KC Associates , who blogs at his award winning B2B Webbiquity , and I ( @ckburgess – Blue Focus Marketing @BlueFocus360 ) present 50 remarkable men on our 2011 #Nifty50 Top Twitter Men list.

How to Tackle Real-Life Social Media Customer Service Obstacles


If you're interested in a method for calculating the ROI of social customer support, visit Kathy Herrmann's SlideShare presentation , in which she provides valuable sample calculations you could apply to your business.