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. The trick is to carefully match anonymous intent signals to accounts and do it in ways that are relevant to your revenue team’s needs.

Funnel 62

Funnel Intent Data Buyer Personas Intent Signal 62

6sense

MAY 9, 2022

Roughly 70% of a buyer’s hunt for information is conducted away from sellers’ eyes, according to Forrester. . But there’s still good news for sales and marketers: we can capture those anonymous signals , smartly identify the right accounts and buyers with that data, and provide them with a world-class buying experience.

B2B 62

B2B Sales Intent Signal Cold Calling 62

DealSignal

MARCH 22, 2023

According to Forrester, companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost. With DealSignal, you can define your target buyer personas and intent topics that you want to be monitored.

Lead Generation 52

Lead Generation Generation Leads Lead 52

6sense

MAY 26, 2022

Third-party intent data comes from anonymous user behavior taking place all over the internet. According to Forrester, buyers of B2B solutions conduct 70% of their research in places that are considered third-party data sources.

Analytics 62

Analytics Intent Data Intent Intent Signal 62

SmartBug Media

MAY 13, 2022

Not only does intent data reveal when a prospect account is searching a topic relevant to your business, but it can also do so before anyone from that company fills out a form on your site or engages with your sales or marketing teams. This helps you prioritize companies that fit your ideal customer profile and have high purchase intent.

Intent Data 86

Intent Data Intent Zoominfo Marketing 86

DemandMatrix

JULY 1, 2020

Moreover, according to Forrester, “only 15% of senior leaders actually use customer data consistently to inform business decisions” (“The B2B Marketers Guide to Benchmarking Customer Maturity”, Forrester, 2017). Moreover, employees don’t know the data adoption ways or sometimes data solutions are not easy to use.

Sales 52

Sales Segmentation Forrester Intent Signal 52

PureB2B

FEBRUARY 3, 2022

Take it from Forrester, whose research found 77% of consumers have either chosen, recommended, or paid more for a brand that’s offered a personalized customer experience. These intent signals allow B2B sales teams to accurately identify and prioritize in-market prospects with the highest propensity to buy.

B2B 62

B2B Personalization Sales Sales Cycle 62

Content4Demand

SEPTEMBER 24, 2021

Forrester conducted personalization research that found that even companies whose personalization processes and approach are immature still see benefits. More specifically, companies that personalize, according to Forrester, can see a 6% increase in revenue, a 33% increase in customer loyalty and an 11% marketing cost savings.

Intent Data 76

Intent Data Intent Content Interests 76

6sense

JULY 29, 2022

But the problem is that most of the research they’re conducting — up to 70%, according to Forrester — is done online and anonymously. Using a combination of data enrichment, intent signals, and persona mapping, your sellers can unlock a complete picture of their target accounts — and even uncover key contacts they didn’t know existed. .

Process 62

Process Sales Intent Signal Persona 62

DemandBase

JUNE 16, 2020

Steve Casey from Forrester wrote that “ABM is transitioning from hot trend to table stakes”, while Todd Berkowitz at Gartner projected that “75% of mid-size to large enterprises will have at least piloted ABM by the end of 2019.” This combination will be a game changer for both customers and the market. Defining the Category.

DemandBase 97

DemandBase Account Based Marketing B2B Intent Signal 97

DemandBase

DECEMBER 18, 2018

But B2B advertisers continue to drift away from cost-per-lead (CPL) as a core metric, and for good reasons: advertising is not particularly efficient for driving leads, and only 1% of leads ever turn into revenue (Forrester). Accounts visited: How many target accounts came to our website during the course of the campaign?

B2B 53

B2B Advertisement Advertising DemandBase 53

6sense

JUNE 15, 2022

By studying intent signals, 6sense can predict the buying stage of a prospect and alert you when they’re likely to be receptive to outreach. . 6sense recently commissioned a Total Economic Impact (TEI ) study conducted by Forrester Consulting. It provides data about the opportunities worth focusing on.). We can help.

Help 62

Help Outreach ROI Prospect 62

DemandBase

SEPTEMBER 13, 2018

In my role as CMO of Demandbase, I worked to help the company become the ABM category creator, with recent recognition as a leader by Forrester. I talked with marketing influencer and host, Drew Neisser, about the world of Account-Based Marketing (ABM) and why it’s no longer just optional for B2B marketers.

Account Based Marketing 80

Account Based Marketing B2B DemandBase Marketing 80

6sense

NOVEMBER 22, 2021

In fact, Forrester Research did a study recently that showed that on average, post-pandemic, buyers are having 27 interactions each. Sellers armed with leading account engagement technologies can track, aggregate and de-anonymize these intent signals. And again, all of those folks are having interactions.

Account Based Marketing 62

Account Based Marketing Tips Help Marketing 62

6sense

AUGUST 10, 2022

So, it’s no surprise that Forrester found 85% of B2B organizations regularly miss their monthly forecast by more than 5%. We combine intent signals, an embedded CDP, and AI and machine learning to generate actionable insights. See how 6sense Revenue AI Can Help You Hit Goals.

Marketing 62

Marketing Forecast Sales Cycle Segmentation 62

Leadspace

DECEMBER 15, 2020

According to Forrester , more ABM platforms are upgrading their features to enable users to: Select and prioritize target accounts. But how do you get your hands on valuable (and reliable) data so you, as a B2B marketer, can do the same? . It’s by adopting a platform that enables ABM, and is designed with omnichannel in mind. .

Account Based Marketing 62

Account Based Marketing Trends B2B B2C 62

6sense

APRIL 19, 2022

With enhanced visibility into the target buying group, their intent signals, and the technologies they use, sellers know when and how to best engage prospects, resulting in high-quality pipeline and a customer-first experience. Join us at Forrester Summit. Learn more: Stay updated with announcements at the 6sense Newsroom.

High Quality Lead 62

High Quality Lead Hubspot CRM Intent Signal 62

Leadspace

FEBRUARY 4, 2019

ABM requires you to have a great list of target accounts based not just on gut instinct, but on data and analysis, leveraging both customer fit and intent data relating to the actual people within those accounts that buy things, so real engagement can happen. Personalized engagement requires similar data and intelligence.

B2B 66

B2B Bombora Account Based Marketing Customer 66

Leadspace

FEBRUARY 19, 2018

Take advantage of intent signals. For B2B, data analysis can be essential for Intent Signal Monitoring — the ability to “see” every page your customer has visited in order to predict their intent to buy. One of the many advantages of doing business in a data-driven marketplace is the access to more consumer data.

Lead Generation 99

Lead Generation B2B Generation Leads 99

SnapApp

AUGUST 29, 2019

According to Forrester , marketers see an average 20 percent increase in sales opportunities from nurtured vs. non-nurtured leads. A prospect in the exploratory phase of the buyer journey display only minimal buying intent might benefit from attending a webinar to internalize your message. The Problem with Old School Nurture Streams.

Buyer Intent 59

Buyer Intent Intent Campaign Buyer's Journey 59

6sense

JULY 18, 2022

This is consistent with findings from a wide variety of sources, including Forrester Research and SiriusDecisions. (I In this study, exactly zero out of 169 marketers who completed the survey reported selling to a buying group of one, and only five marketers (3%) reported buying groups of less than four. . Other sources add further insight.

Marketing Automation 62

Marketing Automation B2B Automation Buy 62

6sense

JULY 18, 2022

This is consistent with findings from a wide variety of sources, including Forrester Research and SiriusDecisions. (I In this study, exactly zero out of 169 marketers who completed the survey reported selling to a buying group of one, and only five marketers (3%) reported buying groups of less than four. . Other sources add further insight.

Marketing Automation 62

Marketing Automation B2B Automation Buy 62

6sense

AUGUST 27, 2021

Whereas many vendors started with basic advertising capabilities, we began at the intersection of intent signals, account identification, and predictive analytics, and then spent the last five years layering native advertising, sales intelligence, and orchestration capabilities on top of our predictive foundation.

Outreach 48

Outreach Account Based Marketing Persona Forrester 48

6sense

JULY 11, 2022

This is consistent with findings from a wide variety of sources, including Forrester Research and SiriusDecisions. (I In this study, exactly zero out of 169 marketers who completed the survey reported selling to a buying group of one, and only five marketers (3%) reported buying groups of less than four. . Other sources add further insight.

Marketing Automation 62

Marketing Automation B2B Automation Buy 62

6sense

JULY 11, 2022

This is consistent with findings from a wide variety of sources, including Forrester Research and SiriusDecisions. (I In this study, exactly zero out of 169 marketers who completed the survey reported selling to a buying group of one, and only five marketers (3%) reported buying groups of less than four. . Other sources add further insight.

Marketing Automation 62

Marketing Automation B2B Automation Buy 62

Madison Logic

AUGUST 26, 2020

Forrester Research Principal Analyst Mary Shea predicts that because of COVID-19 and social distancing, face-to-face interactions in a sales cycle will decrease to 5-15% of the total engagement a seller has. As buyers engage, again use intent signals to help reps prioritize and personalize their outreach to accounts.

B2B 52

B2B Tools Intent Data Account Based Marketing 52

DealSignal

JUNE 3, 2021

According to Forrester , companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost. With DealSignal, you can define your target buyer personas and intent topics that you want monitored. The best way to approach personalization is to first create buyer journey maps that are based on historical data.

Lead Generation 52

Lead Generation Generation Leads Lead 52

6sense

AUGUST 3, 2022

Moreover, a Forrester Research B2B Buyer Study from 2021 found that buying group members report an average of 27 interactions with vendors. Source: Forrester , retrieved July 21, 2022.) Third-Party Intent. Respondents reported an average of nine buying group members (see our article on buying group sizes research).

B2B 118

B2B Rate Organization Organic 118

6sense

AUGUST 14, 2022

Forrester found buyers in 2021 reported having 27 interactions with vendors during their buying journey, up from 21 in 2019. See this Forrester blog post for that discussion.) 3rd Party Intent. Signals of buyer research activity acquired through linking keyword usage and digital content consumption across the internet.

Buy 71

Buy B2B Correlation Acquisition 71

TrustRadius Marketing

OCTOBER 3, 2022

This finding aligns with a Forrester SiriusDecisions survey that found over 50% of participating marketers’ “desired future state” was to be “‘broadly aligned’—sharing people, processes, and tools” on ABM and demand gen. . Demand gen and ABM share a common goal of driving sales through a focused blend of inbound and outbound efforts.

Account Based Marketing 52

Account Based Marketing Demand Trends Intent Data 52

TrustRadius Marketing

OCTOBER 3, 2022

Even before the pandemic, 68% of B2B buyers preferred to research online independently , according to Forrester. Identifying accounts showing signs of intent allows companies a more bottom-of-funnel approach to ABM. . Lead scoring is useful for leveraging intent data in an ABM program.

Intent Data 52

Intent Data Intent B2B Trends 52

SalesIntel

FEBRUARY 1, 2022

You can use Gartner or Forrester industry statistics to determine which subsections of your market meet your aims and offers – and how big those subsections are – as part of this plan. A Top-Down analysis starts with the highest size estimate possible and reduces it using data and assumptions about your company and industry.

Marketing 52

Marketing Cross-Sell Buyer Intent Intent Data 52

SalesIntel

FEBRUARY 1, 2022

You can use Gartner or Forrester industry statistics to determine which subsections of your market meet your aims and offers – and how big those subsections are – as part of this plan. A Top-Down analysis starts with the highest size estimate possible and reduces it using data and assumptions about your company and industry.

Marketing 52

Marketing Cross-Sell Buyer Intent Intent Data 52

NetLine

DECEMBER 6, 2019

According to research conducted by Forrester , consumers study 11.4 pieces of content before making a purchase decision. It’s no secret to B2B marketers that creating quality content starts with informative, relevant subject matter your audience seeks.

Lead Generation 59

Lead Generation Cost Per Thousand B2B Generation 59

Madison Logic

OCTOBER 11, 2022

Intent data is a valuable tool to support your ABM strategy, and B2B marketers are taking notice. In fact, a 2020 Forrester survey finds that 77% of B2B marketers are using intent data in their ABM programs, with 11% making plans to implement it in their future ABM campaigns. .

Intent Data 52

Intent Data Intent Buyer Intent Account Based Marketing 52

Hubspot

JULY 15, 2020

From there, work with intent signals that show surging topics for certain accounts, like how often they're searching for topics related to your service. What to do: Work with your team to come up with a short list of topics your potential prospects would be looking for that are a fit for you and compile them. The resounding answer?

Account Based Marketing 89

Account Based Marketing Marketing Mix Multi-Touch Budget 89

Leadspace

JUNE 21, 2017

But an major rule of thumb for businesses with any level of interest in AI who are struggling to see through the blinding fog of hype, is to immediately moderate their expectations by focusing on what Forrester refers to as “pragmatic AI,” and simply ignoring everything else.

B2B 70

B2B Differences Business Vendor 70