Forrester: The Accelerating Death of the B2B Sales Rep

The ROI Guy

Now, two years on, the forecast from Forrester is even gloomier, with faster than anticipated disintermediation. Alinean Consultative selling Death of a B2B Sales Rep Diagnostic Assessment Forrester interactive content Pisello ROI Calculator Sales Enablement Value Marketing Value Selling

Forrester Research Names Oracle Marketing Cloud a Leader

Modern Marketing

That’s according to Forrester Research’s newest Enterprise Marketing Software Suite (EMSS) Wave, a market assessment that looks at vendors who compete in the “marketing cloud” landscape.

Trending Sources

Death of a Salesman? Forrester says Yes.

The ROI Guy

At the Forrester’s Sales Enablement Forum last week, a study by Andy Hoar, Principal Analyst at Forrester was revealed showcasing this 22% expected decline over the next five years. A Forrester survey of 250 B2B Buyers reveals that it’s not just B2C purchases that have moved online.

Act-On’s a Leader in the Forrester Wave™ and What That Means to You

Act-On

So, with that said, we were pretty excited to see Act-On Software named a Leader among lead-to-revenue management (L2RM) platform vendors in the Forrester Research, Inc., report: The Forrester Wave™: Lead-to-Revenue Management Platform Vendors, Q4 2016. “… What Act-On might miss in depth, it reaches in breadth,” writes author Lori Wizdo, Principal Analyst for Forrester Research in the report. The Forrester Wave™ research process is rigorous, objective, and transparent.

Oracle’s Maxymiser Named a Leader in Forrester Wave for Online Testing

Modern Marketing

Today, it’s my pleasure to share that Oracle’s Maxymiser was cited by Forrester Research as a leader in The Forrester Wave™: Online Testing Platforms, Q3 2015. Click here to download a copy of the Forrester report at Maxymiser.com.

Forrester Weighs in on the Top Video Platforms for Marketing and Sales

Vidyard

Even Forrester Research Analyst, Nick Barber, said so in his latest report, Online Video Platforms for Sales and Marketing : If you think “doing video” means having a YouTube channel, then you need to up your game. Believe it or not, posting videos on YouTube isn’t a video strategy.

The High ROI of Attribution: A Total Economic Impact™ Study by Forrester Consulting on Behalf of Bizible [Infographic]

bizible

The Total Economic Impact™ Study of Bizible is a commissioned study conducted by Forrester Consulting on behalf of Bizible in December 2016. The costs of purchasing the product and onboarding the system are recouped within 30 days.

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3 Key Metrics that Will Have a Profound Impact - a Report from Forrester’s Sales Enablement Forum

The ROI Guy

T his week, leading sales enablement professionals met to share issues, best practices and success stories at the Forrester Sales Enablement Forum. in order to advance through the purchase decision.

Forrester: Marketers need to say goodbye to campaigns, hello to AI-driven conversations with customers

Opentopic

So says Forrester Research VP and Principal Analyst Brian Hopkins, co-author (with Adam Silverman) of a new Forrester Research report, The Top Emerging Technologies to Watch: 2017 to 2021 ($499 for individual purchase). The post Forrester: Marketers need to say goodbye to campaigns, hello to AI-driven conversations with customers appeared first on Opentopic.

Are CMOs Poised To Take Over Technology Purchasing?

Modern Marketing

Today, most tech purchase decisions are still being made in the CIO/CTO suite. CMOs Step into Tech Purchases with Increasing Responsibilities. Rather, the trend is shifting towards Line of Business (LoB) executives making tech purchase decisions. Now, they will add making tech purchase decisions to the list. A Forrester Research Study says that marketing executives who make technology decisions without the CIO are taking a gamble.

Forrester: Marketers need to say goodbye to campaigns, hello to AI-driven conversations with customers

Opentopic

So says Forrester Research VP and Principal Analyst Brian Hopkins, co-author (with Adam Silverman) of a new Forrester Research report, The Top Emerging Technologies to Watch: 2017 to 2021 ($499 for individual purchase). The post Forrester: Marketers need to say goodbye to campaigns, hello to AI-driven conversations with customers appeared first on Opentopic.

Strategies For Interactive Marketing In A Recession by Josh Bernoff - Forrester Research

Buzz Marketing for Technology

Note: Site search accesskey is "S" Forrester: - Making Leaders Successful Every Day. About Forrester. If you are a registered Forrester client, please log in. As a registered guest, you will be able to: Get full access to selected complimentary reports and briefs as well as summaries of all Forrester Research. Purchase research and Webcasts securely online. About Forrester. Skip to global navigation. Skip to local navigation.

Forrester Research, Inc. Benchmark Report: How Top Marketers Do Lead Generation, Part 1

Marketing Action

That’s according to a December, 2013 Forrester report by VP and Principal Analyst Peter O’Neill, Gauging Your Progress and Success , a benchmark-style assessment of what top-performing marketers do. The post Forrester Research, Inc.

7 Elements Of Customer Understanding The C-Suite Must Master

Tony Zambito

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. Changes in customer and buying behaviors continue to rock the very foundations of many industries.

How to improve sales with online chat software

Biznology

Forrester Research recently stated that 44% of online consumers are of the opinion that a live person in the middle of an online purchase is one of the most important features a website can offer.

Media 18

3 Secrets To Having A Two-Way Conversation With Your Brand’s Customers Online

Buzz Marketing for Technology

If that’s just the scenario on mobile retail sites, just think about all of the e-commerce sites and brands that rely on the Internet to drive traffic, click throughs, newsletter sign-ups and purchases. Posted in Branding Communities eCommerce Interactive Marketing Mobile Optimization.

How to simultaneously attract new prospects and retain loyal customers

Biznology

About six months ago, I purchased a new iMac and have only experienced technical problems since that purchase. They don’t get those extra 40% off your next purchase coupons or a free manicure with your next haircut vouchers.

Engaging Earlier and Higher with Financial Peer Comparisons

The ROI Guy

According to Forrester, the early bird still catches the worm, with a significant 74% of all deals going to the provider who helps "establish the buying vision", while only 26% goes to the vendor who "responds to a request" and wins the bake-off.

50 Facts about online consumer behavior not to ignore

Biznology

94% of B2B buyers research online for purchase decisions. 89% of shoppers do online research before purchasing an item in-store. 88% of consumers made their final purchase in store. (GE Consumers spend an average of 79 days gathering information before making a major purchase. (GE

It’s Time For CMOs To Tap Into The Power Of Personalization

Buzz Marketing for Technology

According to Forrester Research , U.S. That kind of data is more apt to deliver real insights into who their audience is, what types of content and information they want, and where they are making those purchases. Does product pricing influence the purchase decisions of your customers?

39 More (of the) Best Social Media Guides, Tips and Insights of 2011

Webbiquity

Forrester: 5 Stages Of Social Media Growth by MediaPost Online Media Daily. The notion of using social media for business has gone from cutting edge to commonplace in an amazingly short time.

CMOs Win When High-Value Customers Are Treated Personally Online

Buzz Marketing for Technology

The reason for this is simple: These customers are more often than not brand loyalists and willing to persuade others to become regular brand purchasers if they’re kept happy and engaged consistently in every single place they are interactive with brands.

Online Shopping’s – Zero Moment of Truth

Buzz Marketing for Technology

According to Forrester Research, the top six reasons for abandoning a cart before making a purchase are: Shipping and handling costs are too high (55%!). Wasn’t ready to purchase the product. Posted in behavioral targeting Customer Experience Online Shopping.

Hit Your Channel Sales Goals with ROI Selling

The ROI Guy

For example: Engaging earlier is a requirement, with 74% of deals going to the provider setting the buying agenda (according to Forrester), but most partners are notorious at engaging late in the sales cycle, and merely responding to solution requests and RFPs.

Five 2015 B2B Demand Generation and Content Marketing Resolutions

ANNUITAS

As we start 2015, the one thing that B2B marketers can be assured of is that our market and the approach our buyers take to purchase will continue to change and become all the more sophisticated. Ensuring that specific content is created to Engage, Nurture and Convert along the buyers purchase path (currently only 28.3% Blog Buyer''s Journey buyer-centric Customer lifetime value Engage-Nurture-Convert Enterprise Demand Generation Study Forrester

Smart Marketers Will Be At Forrester’s B2B Marketing Forum (And Use Our Discount Code!)

Sales Intelligence View

There’s no doubt B2B marketing is getting harder, especially when you see stats like these: 74% of business buyers conduct more than half of their research online before making an offline purchase. forrester marketing Sales Intelligence sales productivity Smarketing sponsor technologies59% of those same business buyers prefer not to interact with a sales rep as their primary source of information. More and more, […]. Events Marketing Sales B2B b2b sales customer 2.0

A Failure to Communicate Value

The ROI Guy

If you provide value proof in the form of a few marketing slogans, you won’t win the deal, as IDC indicates 95% of B2B purchases now require formal financial justification.

20 (More of the) Best SEO Guides, Tips and Insights of 2011

Webbiquity

Duane Forrester steps through the major search factors for Bing (though most apply more broadly), including crawlability (e.g., SEO remains the most cost-effective way to drive website traffic.

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White Papers are Not Dead. They’re on Life Support.

Marketing Craftmanship

Over time, however, the market education function was largely assumed by research firms such as Gartner and Forrester, whose opinions carry greater credibility than self-publishers of white papers. Have Marketers Killed This B2B Golden Goose?

Paper 72

Oops They Did it Again! Gartner Downgrades Overly Optimistic IT Spending Forecast

The ROI Guy

3) Purchase decision-making has significantly changed, now driven by buyers who are: a. When it comes to business and shadow purchase decisions, most IT solution providers are not adept at selling to the business groups and capturing dark spend.

Jewel, a CFO and 2,500 B2B Marketers Walk Into a Room…

6sense

Research has shown that B2B purchasing is a highly personal, emotional process. Because their personal feelings will weigh heavily into whether they purchase your product or service – or not. As the CFO of a software company, the prospect of attending a three-day B2B marketing conference can be daunting. Where do I fit in amid a sea of marketers? Fortunately, the SiriusDecisions 2017 Summit had a little bit of everything for everyone.

Gartner Raises IT Spending Forecasts – Time to Party Like its 1999?

The ROI Guy

Moreover, a major "sea change" has occurred in technology spending and purchase decision-making - with significant implications for your organizations sales and marketing strategy. 4) Purchase decision-making is now driven by buyers who are as “Cold as ICE”: a.

Frugalnomics – Why the IT spending growth forecasts from Gartner are wrong again!

The ROI Guy

3) Purchase decision making has significantly changed, now driven by buyers who are: a. When it comes to business and shadow purchase decisions, most IT solution providers are not adept at selling to the business groups and capturing dark spend.

Three Big Myths Debunked at SiriusDecisions Sales and Marketing Summit

The ROI Guy

Popular metrics indicate that buyers are 57% percent of the way through their purchase process before they engage a sales rep (CEB). For more complex purchases, sales rep engagement starts at the beginning of the journey two-thirds of the time.

Death of the B2B Sales Rep? An Interview with the Sales Enablement Lab

The ROI Guy

Their research indicates that when B2B buyers are making a purchase decision, they go 57% of the way through the buyer’s journey BEFORE engaging with a sales rep. Forrester reports that this shift to digital buying is real, and as a result, there will be a 22% decline in the number of B2B sales reps over the next 5 years. Andy Hoar, Principal Analyst at Forrester , reported these findings at their last Sales Enablement conference and Thierry, you and I were both there.

Are the 4Ps Still Relevant or In Need of a Major Reset?

The ROI Guy

Place – Where you can purchase the product / service, such as direct from a sales rep, through a channel partner, in a store or on-line via e-commerce. Today buyer is more empowered with: Information, leveraging the Internet and social media / peer recommendations to make more informed purchase decisions More ways to buy Products that are more personalized / customized for the individual.

Sales and Marketing Alignment in 2013? Not so Fast!

The ROI Guy

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. Because of Frugalnomics, Sales is being invited later and later into the purchase decision process.

How Living in the 57 Percent Will Impact Your Content Marketing Strategy in 2015

ANNUITAS

In their 2012 study End of Solution Sales , the Corporate Executive Board (CEB) revealed that 57 percent of a typical B2B purchase decision is made before a customer even talks to a supplier. This requires more than just pumping out content to fill various channels which 57 percent of marketers do “all the time” according to Forrester. Blog Buyer''s Journey Content marketing strategy Demand Generation Strategy Forrester

New Sales Rep Ramp Up Taking Longer than Ever

The ROI Guy

And Forrester indicates that it can take even longer, up to 36 months to effectiveness, in certain industries like technology, medical solutions and complex business services.

So You Think Your Sales Team Can Dance? Buyers Say “Think Again.”

The ROI Guy

This is clearly evidenced in a study by Forrester, presented at their annual Sales Enablement Forum, where buyers easily categorized salespeople, with some unflattering feedback.