Remove Case Study Remove Forrester Remove Product Remove ROI

Real examples of how account-based marketing & selling is driving higher revenues on LinkedIn

Biznology

A shotgun approach may be better when you have a lower cost product or solution when you need as many leads and subscribers as possible to get a return on your social media investment. A targeted, account-based marketing approach is key in this case.

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.

Trending Sources

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.

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

The ROI Guy

By Dan Sixsmith and Tom Pisello The research and the reality: B2B buyers are more empowered than ever, using the Internet and social media to research your company, products, services, customers, team, history and competitors - self propelling themselves toward a purchase decision. Alinean challenger selling conversation fuel customer conversations Dan Sixsmith Forrester ICE Insights Pisello Provocative Selling Selling with Insights SiriusDecisions Value Marketing Value Selling

Think Beyond Mobile-First and Consider Mobile Experiences Like These Brands

Modern Marketing

Micro Moments In 2014, Julie Ask wrote "Micro-Moments Are the Next Frontier for Mobile" and coined the phrase "Mobile Micro-Moments” in a Forrester report : “Simple triggers spur consumers to take action, both on devices and in the real world.

Mobile 120

5 Ways to Get Your Executive Team on Board With Predictive

Radius

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. Potential ROI.

Three reasons social media marketing favors small businesses

grow - Practical Marketing Solutions

The conversations, research, presentations, and case studies focused entirely on large corporations. In the daily dogfight for consumer attention, are they being overwhelmed by the big brand mega-productions, online promotions and games?

Top 50 B2B Marketing Influencers On Twitter

B2B Marketing Insider

ForresterForrester Research, Inc – An independent research company that provides pragmatic advice to global leaders in business and technology. Marketing automation, social campaigns, inbound marketing, sales apps, ROI reporting – all in one place.

Advanced Retargeting: Nurturing Your Audience Across Digital Channels

Act-On

For instance, you may want to produce an eBook for users, a short demo video for the influencers, and a ROI case study for the decision makers.

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. However, anyone searching for these products online would be rerouted to the MailChimp website. Share your expertise through product communities and discussion forums.

Cable 102

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

The ROI Guy

Enterprise software remains a bright spot as organizations strive to use software to automate business processes and improve productivity, Emerging investments in mobility, cloud and big data ramping up, but not yet “crossing the chasm” and as such, failing to make up for the growth shortfall.

How will the Economy Affect the Buyer’s Decision Process in 2012?

The ROI Guy

Serious budget constraints make even high ROI projects hard to get approved. This can be done best via research and case studies, helping the buyer realize that others are experiencing similar pains, that these issues are a priority, and that solutions exist to meet the challenges.

Are you CIO Worthy?

The ROI Guy

From Forrester, as reported in their Sales Enablement Forum earlier this year, buyers can easily categorize salesperson agendas, with: · 27% only wanting to tell the buyer about their products / solutions (transactional focused) at over 27% of the time; · 41% listening for a keyword or two so they can give a prepared pitch (buzz word solution focused). Enhanced case studies with video / audio can be more effective, providing evidence of success in the customers own voice / image.

5 Myths of Social Media Marketing

Marketing Action

Have you tied your social media efforts to a positive ROI? B2B social media has gotten a bad rap in the marketing community, with many marketers claiming a low ROI and seeing a lack of interest from prospects. Not so, says that Forrester report.

Happy New Year! Maybe not for IT Sales & Marketing

The ROI Guy

Serious budget constraints make even high ROI projects hard to get approved. The final Decision is a best-value bake-off, where Forrester indicates that 35% of vendor selection decisions are made.

Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

Marketing needs to develop content and assessment tools to help sales professionals add value earlier in the sales process, helping to morph current product / solution sales methodologies towards value selling engagements.

87 New (Really) Marketing Automation Stats

Marketing Action

Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. You can find it in the Q2 2011 Forrester Wave™ report.). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ).

Stats 54

70 New (Really) Marketing Automation Stats

Marketing Action

Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. You can find it in the Q2 2011 Forrester Wave™ report.). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ).

Stats 56

Open Research: A Framework for Social Analytics

delicious b2bmarketing

After interviewing nearly 40 experts and working with Charlene Li and a bit of help from myself, she’s found six distinct use cases (see compass below) on how companies are measuring using these new toolsets.

Demand-Gen Report Interview on Need for New Sales Enablement Tools

The ROI Guy

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. Before sales is even invited to the table, the typical buyer has already used the Internet and social media to research and prioritize opportunities, investigate potential solutions, reviewed relevant case studies, quantify potential benefits, investigate prices and analyze competitive offerings. Customers bought "products."

SME 14

Demand Generation 101: 7 Tactics For Generating High Quality Leads

Act-On

The Content Marketing Institute defines demand generation as “the practice of creating demand for an organization’s product or services through marketing.”. And according to Forrester’s B2B Social Technographics , fully 100% of business decision-makers use social media for work purposes.

15 Facts to Know About Bottom of the Funnel Marketing

SnapApp

Does the customer need a free trial that lets them test drive the product? Do they need a step by step ROI calculation they can show to their internal team members? Forrester.

How to Earn Audience Attention With Paid Media: Channel Options & Best Practices

SnapApp

Companies like Buzzfeed have seen success with this platform, as seen in the case study below. Getting your product and messaging in front of browsing eyes may not have an easily direct ROI, but it certainly keeps you top of mind when it comes time to shop or purchase.

Demand Generation: An A-Z Guide for B2B Marketers (with Strategies & Examples)

SnapApp

Demand generation is creating awareness for your product or service in order to drive revenue. . It's what makes consumers engage with a brand without yet having tried a product or service. . . Lead generation focuses on driving interest and inquiry into specific products or services.

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

Webbiquity

According to a HubSpot study, 71% of marketers viewed Twitter as a useful marketing tool last year, up from just 39% in 2009. ROI remains a contentious issue, but in at least a few areas best practices began to emerge. Social Media Metrics and ROI.

Email Personalization Basics (+American Express Travelink’s Email Success Story)

Marketing Action

And for email, which still offers incredible flexibility and has the best ROI, it’s the most powerful tactic to raise your conversion rate and rate of return. Wikipedia defines it as “tailoring a service or a product to accommodate specific individuals, as opposed to general groups.”

70 New (Really) Marketing Automation Stats

Marketing Action

Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. You can find it in the Q2 2011 Forrester Wave™ report.). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ).

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."

SEM 23

Five Social Media Marketing Reports and Guides Worth Checking Out

Webbiquity

And adoption of mobile marketing is expected to more than double this year, despite recent findings from groups such as Forrester that less than 5% of U.S. 2010 Lead Generation Marketing ROI Study (32 pages). MarketingSherpa’s Top 7 B2B Case Studies for 2010 (64 pages).

Demand Generation In the Face of Frugalnomics and Internet Fueled Decisions

The ROI Guy

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns. Analyst case studies and validation, and peer social network recommendations are key to early engagement success.

ROI 0

How to Tackle Real-Life Social Media Customer Service Obstacles

Hubspot

eMarketer research reveals that 46% of customers want to solve a problem when they're engaging with a brand on social media , and 39% are looking to give feedback about a product or service. Obstacle 5: Demonstrating the ROI of Social Customer Service.

The 2011 #Nifty50 Top Twitter Men Reprise

Webbiquity

Senior Analyst at Forrester ( @TomGrantForr ) “You don’t build a community. Should there be an ROI on relationships? Visit Frank’s blog , The Sword and the Script, a blog that studies the application of marketing, PR and social media.

Best Practices for Technology Marketing

KEO Marketing

With heavy competition, technology marketers want to differentiate their products and services from the competition successfully. One study concluded marketing automation lead to a 14.5% increase in sales productivity and a 12.2% Maximize marketing ROI.

Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies

delicious b2bmarketing

It’s a wonderful example… Read more… Stan Woods | March 23rd, 2009 | no comments ROI and social media marketing for B2B One of our clients is talking to us about spending budget on creating online buzz. They’ve waded through thousands of case studies and brochures and web… Read more… Doug Kessler | October 31st, 2008 | no comments Tech marketing trapped in Plato’s Cave Will we ever learn? Case studies and customer testimonials.

Paper 12

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

The ROI Guy

With marketers who seem more focused on gaming the channels themselves than in the value of the dialogue being created, buyers are now inundated with more product related and meaningless offers than ever. Decision Cycle Mapping Ever get a product sales pitch for a problem you don’t have?

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

ViewPoint

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. Here’s a case study of the technologies that F5 tapped into as it got its sales and marketing teams on the same page.

RFP 2

64 B2B Marketing Tools and Resources

Modern B2B Marketing

Improving Lead Quality Can Improve Sales Productivity (blog post). How Acteva and IDology Achieved Significant Results with Lead Management (on-demand case study webinar). How Vindicia went from Zero to Lead Management Hero in One Day (on-demand case study webinar). Eleven Marketing ROI and Marketing Budget Tools and Resources. Marketers are under growing pressure to measure ROI and demonstrate their impact on revenue.

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. Keeping a Closer Eye on Content ROI – CMO Council. Keeping a Closer Eye on Content ROI – CMO Council. NOTE: generic product, not our product.

ClickInsights: How B2B marketers should forge customer relationships by providing compelling content?

Ambal's Amusings

Forrester Blog for Interactive Marketing Professionals. B2B Lead Generation Benchmark Study 2009. Keeping a Closer Eye on Content ROI – CMO Council. Just remember, it’s not about selling products and solutions, it’s about helping prospects decide to buy.

How To Create A Know-It-All Company - CIO.com - Business Technology Leadership

Buzz Marketing for Technology

Find out why a new study picks Googles Messaging Security over competitors. Get instant email notifications by topic when white papers, webcasts, and case studies are added to our library. How to Be a Supremely Productive Person: A Chat With John Halamka. Find out why a new study picks Googles Messaging Security over competitors. Oxford International Modernizes Vehicle Order Management System for Leading European Automaker, an IBM Case Study.