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. In particular, you should be spending more on interactive, prescriptive content such as diagnostic assessments, benchmarking tools, product advisors and ROI / TCO calculators.

Forrester Report: Customer Goodwill Is An Untapped Marketing Goldmine

Influitive b2b

Analysts at Forrester and Gartner have outlined how advocate marketing strategies can spark B2B growth by increasing leads, brand awareness, and customer retention. The post Forrester Report: Customer Goodwill Is An Untapped Marketing Goldmine appeared first on Influitive.

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Forrester Sounds the Digital Marketing Alarm

Vidyard

The years change but the marketing plans pretty much stay the same, according to recent research from Forrester. ” – Forrester Research. ” – Forrester Research. The post Forrester Sounds the Digital Marketing Alarm appeared first on Vidyard.

Forrester Ranks the Martech that Makes the Biggest Impact

Vidyard

You only have so much money to spend, and you have to make sure you’re spending it wisely, and seeing ROI on your investments. So we wanted to share this brand new Forrester report to help you make informed decisions about the future of martech – with advice from the experts!

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

bizible

B2B marketing attribution is an established piece of martech in today’s technology landscape, but marketers are left wondering about the comprehensive ROI of an attribution solution. Here’s what we discovered about the ROI of Bizible’s attribution solution.

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Leader of the Pack! Forrester Wave Results Revealed for Predictive Marketing

6sense

Forrester has just released The Forrester Wave TM : Predictive Marketing Analytics for B2B Marketers, Q2 2017. In the first report of its kind for the predictive marketing analytics space, Forrester named 6sense a leader among predictive analytics providers. In Forrester’s new report designed to help B2B marketers make the right decisions when choosing a partner to help them identify and reach ready-to-buy prospects, 6sense emerged as a leader of the pack.

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

bizible

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."

The ROI of Influencer Marketing

Marketing Action

A Forrester Research report that 85% of B2B decision-makers rely on trusted online communities when researching business technologies. Here’s another example demonstrating how two separate influencers (A and B) impact ROI. What does it mean to be an influencer marketing company ?

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On-Demand Webinar - From an ROI Business Case to a Value-centric Case for Change

The ROI Guy

Despite the growing need to convince buyers as to the unique value you can deliver, the traditional ROI Business Case - long a staple of value selling - may be losing its luster in driving sales success.

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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.

21 stats show CMOs leap before they look at ROI

Biznology

With all of the data out there now, many expect greater accountability from CMOs to demonstrate strong analytic skills and the ability to measure return on investment (ROI). Here are 21 stats that show most CMOs leap before they look at ROI. source: Forrester ).

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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.

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

Biznology

Recent studies show that account-based marketing approaches generate a higher ROI. For example: An Alterra Group study shows that 97% of marketers reported that account-based marketing approaches had the highest ROI.

Social media ROI sucks! (Or, you can prove anything if you send out a survey)

ViewPoint

Social distribution of content and messages isn’t considered all that effective in providing business value to companies, according to a recent analysis by Forrester Research. is heavily weighted toward channels with more or less obvious ROI attached to them (email, search).

Forrester report says content from agnostic industry experts best way to reach B2B buyers

Opentopic

Opentopic blog >> b2bmarketing.net A new Forrester Research report reveals the best way to reach B2B buyers is with content written by unbiased third-party industry experts. Forrester also interviewed eight vendor companies, including. Marketing ROI Cmo marketing roiThe report, “Use Third-Party Content To Attract And Persuade Elusive B2B Buyers,” surveyed in January 210 IT and business decision-makers at companies with 500 or more employees.

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CMOs fail to go beyond brand awareness on LinkedIn

Biznology

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.

New Report Confirms Immaturity of Most Marketing Automation Deployments

The Point

In the report, “ Automation: Redefining Marketing’s Game Plan ,” Forrester details the results of their surveying 155 US-based senior marketing professionals on their use of, results from, and attitudes towards marketing automation.

CMOs Win When High-Value Customers Are Treated Personally Online

Buzz Marketing for Technology

So it was common for those brands to see a huge surge in traffic for a short burst of time, but after the excitement faded, so did the engagement and ROI. Tap into the beauty of data to boost cross-channel ROI.

Radius Product Innovation Solves Top Marketer Challenge: Proving ROI

Radius

In the Hubspot “State of Inbound” report , Marketers from companies of all sizes overwhelmingly reported that “proving the ROI of marketing activities” is their top challenge. The post Radius Product Innovation Solves Top Marketer Challenge: Proving ROI appeared first on Radius.

Radius Product Innovation Solves Top Marketer Challenge: Proving ROI

Radius

In the Hubspot “State of Inbound” report , Marketers from companies of all sizes overwhelmingly reported that “proving the ROI of marketing activities” is their top challenge. The post Radius Product Innovation Solves Top Marketer Challenge: Proving ROI appeared first on Radius.

Top 5 Articles of 2015 to Get You Ready for the New Year!

The ROI Guy

Forrester says Yes (at least 1 in 5 at risk)! Death of a B2B Sales Rep Forrester Frugalnomics Frugalnomics Survival Guide Gartner IDC ROI SiriusDecisions TCO TCS Value Marketing Value SellingAs we look forward to a great 2016, what lessons can we learn from the past year?

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Why CMOs Should Align With Their CFOs

ANNUITAS

In Forrester’s Report – B2B CMOs Must Evolve or Move On , 97% of CMOs either agreed or strongly agreed that “marketing must do things it hasn’t done ever before to be successful.” In fact, according to the Fournaise Group “90% of marketers are not trained in marketing measurement or marketing ROI”. This is demonstrated in the fact that 67% of marketers do not believe that marketing ROI requires a financial outcome. Let’s be clear, ROI is all about financial outcomes!

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Pump Up Your Video Marketing ROI

Content Standard

Using B2C platforms like YouTube and Vimeo is great for quick access to a large audience, but it doesn’t necessarily translate into video marketing ROI. The easy, and often deceptive, metric people look at when measuring ROI is total views.

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

Webbiquity

Is it really possible to measure social media ROI —and if so, how? Forrester: 5 Stages Of Social Media Growth by MediaPost Online Media Daily. Social Media Monitoring and ROI Measurement. 10 Measures of Social Media ROI for Your Brand by SocialTimes.

Value Summit Keynote - The Importance of Getting Value Selling Right

The ROI Guy

Alinean Death of a B2B Sales Rep Financial Justification Forrester Gartner IDC Jim Ninivaggi Pisello ROI SiriusDecisions Value Selling Value Summit VSR Council VSR Summit

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“What’s ROI Got to Do With It?” 4 Questions for B2B Marketing & Sales

6sense

If Tina Turner was a B2B marketing or sales leader, she would have sung about the conflicting emotions we all have towards ROI. As modern marketers, we’re constantly under more pressure than ever to prove ROI. In fact, according to a MMA/Forrester/ANA study , “87% of senior marketers don’t feel confident in their ability to impact the sales forecast of their programs.”. The good news: You’re not alone when it comes to building an effective ROI framework!

A Failure to Communicate Value

The ROI Guy

If you allow your competitors to drive the value conversation they will frame the value to their advantage, as Forrester indicates 3 in 4 deals going to the vendor establishing the buying agenda and value framework (as opposed to 1 in 4 to the vendor winning the “bake-off”).

How most Social Media experts are wrong about LinkedIn

Biznology

Those that have been following me know that I’m against using social media platforms like LinkedIn for brand awareness, as I have combated recent reports coming from Forrester.

6 Things to Keep in Mind When Replatforming

Buzz Marketing for Technology

According to Forrester Research, 39% of surveyed companies see a drop in conversion rates after replatforming, while 44% note slower load times once a new platform goes live. Posted in Business Intelligence Testing.

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

Buzz Marketing for Technology

According to Forrester Research , U.S. A study by Forrester Research found that 45 percent of people on social networks have interacted with a brand through social media over the previous three months. But these metrics aren’t tied in any way to ROI and sales.

Research Proves the Early Bird Catch the Worm?

The ROI Guy

At the same time as Sales reps are being invited later, Forrester reports that engaging earlier provides more advantage than ever. Alinean early engagement Forrester Insights Pisello Provocative Selling ROI SiriusDecisions the challenger sale Value Marketing Value Selling

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

The ROI Guy

Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. According to Forrester, prospects indicate that less than 10% of sales engagements are focused on customer value (down from a paltry 12%).

Thought Leadership Merchandising: Rising Above the Noise

Marketing Craftmanship

Thought Leadership Programs Must be Accountable for Business Outcomes. Thought Leadership is one of the most widely used terms in B2B marketing. But there’s a range of opinion regarding what Thought Leadership is, and fuzzy expectations with respect to its tangible benefits.

Are your Sales and Marketing Investments Productive?

The ROI Guy

This new tool takes research of Forrester’s Sales Enablement expert Scott Santucci and is designed to help executives determine how worthwhile their sales and marketing investments are at driving growth. Alinean is introducing a new Sales Productivity Calculator into our ValueStory iPad App.

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

The ROI Guy

E conomically Focused – buyers are more frugal, with over 95% of technology purchase decisions now requiring a solid business case with significant ROI and fast payback according to IDC. So how well do you deliver the financial business cases / ROI that CFOs demand?

Five 2015 B2B Demand Generation and Content Marketing Resolutions

ANNUITAS

Marketers will again be challenged to keep pace with these advancements and will need to do more in order to connect with their buyers and show demonstrable ROI as a result of their Demand Generation and Content Marketing Strategies. In Forrester’s 2013 report B2B CMOs Must Evolve or Move On , 97% of CMOs either strongly agreed or agreed “Marketing must do things it hasn’t done before in order to be successful.”

Sales Enablement’s Dirty Big Secret

The ROI Guy

Attending the Forrester Sales Enablement Forum, one research metric was presented that just blew me away. According to Forrester, the average company spends more than $135,000 in sales support costs per year for EACH salesperson. High cost + low yield = Low ROI.

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3 Business Blogs with Proven ROI from Industrial Companies

Industrial Marketing Today

Manufacturing marketers do understand the value of a business blog for thought leadership, search engine optimization (SEO), lead generation and community building but proving its ROI has been a challenge. A business blog is an important and integral component of inbound marketing.

Return on Sales Enablement: The Adoption Challenge

The ROI Guy

Forrester indicates that for each typical sales rep, $130,000 is spent annually on sales enablement, training and support, trying to make each rep smarter, faster and more powerful.

How to Measure the ROI of Your Marketing Programs

Modern B2B Marketing

As a result, perhaps the most common question marketers ask is, “ did this program (this tradeshow, this email blast…) deliver a return on our investment (ROI) ?”. If revenues increased because the economy improved, can marketers claim their programs delivered better ROI?