Outreach

MARCH 8, 2021

With a bit more than a week behind me, since I finished my second act at Forrester, I am thrilled to announce that I have joined Outreach as its first-ever Global Innovation Evangelist. Three to four years ago, I predicted that B2B sales roles and methods were headed for transformational change.

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Seismic

NOVEMBER 7, 2022

This week Forrester released The Forrester Wave TM : Sales Content Solutions, Q4 2022 report in which Seismic was named a leader. Forrester looks at three major categories – market presence, strategy, and current offering. So, why do we think this matters to our customers and those considering a sales content solution?

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Biznology

JUNE 23, 2021

It’s now common wisdom that the big shift from in-person to on-screen sales engagement is here to stay. Still, according to a 2021 Forrester study , most marketers admit to having a tough time replicating the “compelling storytelling and lead-generating aspects” of in-person events. Greater flexibility to attend multiple sessions.

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PathFactory

JUNE 23, 2022

After 7+ years as a SiriusDecisions then Forrester analyst leading B2B content research, I joined PathFactory as SVP of Product Marketing and Research. In its 2021 B2B Buying Study study, Forrester benchmarked that over 80% of B2B purchases involve three or more people in a typical buying group. A Humble Call-to-Action.

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PathFactory

JUNE 13, 2023

By Christine Polewarczyk, SVP Product Marketing and Research, PathFactory Last year at Forrester B2B Summit, I was on the mainstage with former colleague Phyllis Davidson giving a keynote on “Time Travel and Transformation: The Future of B2B Content.” Click here for more highlights from Forrester B2B Summit 2023.

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Only B2B

MARCH 27, 2024

Do all those website visitors and content downloads translate into sales conversations? Understanding the Stages: MQLs, SALs, and SQLs Sales Qualified Leads (SQLs) and Sales Accepted Leads (SALs) might sound similar , understanding the distinctions between these lead types is crucial to boosting up your marketing funnel.

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Zoominfo

OCTOBER 27, 2022

Experiences like these often contribute to a strong work ethic, high motivation, and better job performance — one key reason that a diverse and inclusive sales culture has far-reaching benefits. Diverse Sales Teams Outperform Their Competitors As sales leaders, we care about our teams hitting their quotas.

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Modern B2B

OCTOBER 20, 2023

These include post-sale experiences such as community and customer support – how can you change customer interactions post-sale to engage customers for the long term, beyond the contract duration. The post Forrester B2B Summit EMEA 2023: Focusing on Customer-First appeared first on Modern l B2B Marketing.

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The ROI Guy

JULY 11, 2017

Two years ago, I was sitting amongst a shocked audience, listening to analyst Andy Hoar pronounce the “Death of the B2B Sales Rep”. Now, two years on, the forecast from Forrester is even gloomier, with faster than anticipated disintermediation. So how do you find, up-skill and enable enough of these consultative reps?

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Terminus

MARCH 11, 2024

In our recent webinar, Anne Murlowski VP of Marketing at Terminus, sat down with Seth Marrs, Principal Analyst at Forrester Research, to delve into the evolving landscape of how to unify go-to-market strategies. This integration faces challenges however, especially when marketing and sales do not work together as one cohesive unit.

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Contently

FEBRUARY 23, 2018

There’s a line in Forrester’s latest report on content marketing platforms, or CMPs for short, that I love. In the coming year, we’re planning to build out even more functionality around attributing content and ROI, sales enablement, content campaigns, and more integrations with the martech ecosystem.

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Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. The lines between sales and account management get blurry — while they’re both revenue powerhouses, they’re different beasts.

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Seismic

SEPTEMBER 16, 2020

Seismic Recognized as a Leader in the Latest Sales Enablement Industry Report by Leading Independent Research Firm. The Forrester Wave : Sales Content Solutions, Q3 2020 report published this week. The day the Forrester Wave comes out is one I always look forward to. Doug Winter, CEO and Cofounder, Seismic. We’re excited.

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6sense

NOVEMBER 9, 2021

Caroline Robertson , Vice President, B2B Marketing and Sales Research Director. Although women make up more than half of the global workforce, they represent fewer than one-third of all B2B sales and one-quarter of all B2B tech sales roles. In our study, we examined some of the systemic biases women in B2B sales face.

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ClickZ

JULY 18, 2019

Forrester evaluated and scored the top 11 B2C commerce suites in late 2018 in their Forrester Wave report. The report also breaks down the analysis via a scorecard for each platform in some dozen categories spanning sales channel support, personalization, AI and machine learning, support services, and product vision, among others.

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Lake B2B

NOVEMBER 23, 2022

Forrester) According to a Salesforce survey, 83% of […]. The post How Personalization Transformed B2B Sales appeared first on Blog. Consider the following statistics pertaining to B2B personalization: By 2030, more than 45% of global revenue will be generated from hyper-personalization and AI programs.

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NetLine

APRIL 23, 2024

Technology and data—specifically buyer-level intent data —take a lot of the guesswork out of sales prospecting, making it more precise. How can intent data help sales teams identify high-potential prospects more effectively? These signals can help later on when your sales team approaches a potential buyer. The good news?

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Outreach

MARCH 11, 2020

A rep who is consistently exceeding her (or his) quota is a lot like a great sales pitch: people want to know more. Peers and their sales managers and leaders alike are wondering: How are you doing this, and how can we replicate your success?

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Valasys

NOVEMBER 28, 2018

A definitive agreement was reached between Forrester Research and SiriusDecisions Inc. SiriusDecisions will be acquired by Forrester for $245 million to aid in creating a robust platform that guides companies and Chief Marketing Officers (CMO) to drive business growth in this customer oriented era. According to George F.

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Full Circle Insights

OCTOBER 4, 2023

Our first official fall webinar focused on uniting marketing and sales to drive revenue growth. I mean, how many times have we all talked about marketing and sales “interlock”? This webinar addresses some of the underlying issues that sales and marketing teams encounter when working together. So many times, right?!

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Zoominfo

JUNE 11, 2021

If your sales team hasn’t dealt with enough upheaval over the past 15 months, get ready for even more adjustments in the upcoming post-pandemic world. Exploring post-COVID-19 sales strategies will be necessary as we bounce back from economic hardships. Evaluate These Changes to the Sales Process. increase in these applications.

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Zoominfo

JUNE 11, 2021

If your sales team hasn’t dealt with enough upheaval over the past 15 months, get ready for even more adjustments in the upcoming post-pandemic world. Exploring post-COVID-19 sales strategies will be necessary as we bounce back from economic hardships. I think COVID has humanized people. By comparison, from 2018 to 2019, there was a 0.3%

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Engagio

OCTOBER 11, 2023

The right data underpins everything from building target account and contact lists to fueling sales prospecting and cleaning existing databases. This is why I was pleased to see Demandbase’s inclusion in Forrester’s recent landscape report on B2B marketing and sales data providers.

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Marketing Insider Group

AUGUST 30, 2021

The problem with modern sales and marketing. I see with marketing (and sales) this: we get clinical and treat our customers as objects to convert rather than people who need help. I recently met with a group of sales and marketing influencers and we discussed trends and our projects. revenue, leads, opportunities, etc.).

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Influitive

OCTOBER 21, 2015

That’s what Forrester Vice President and Principal Analyst Laura Ramos has found in a new report, Advocate Marketing Creates B2B Customer Relationships That Last A Lifetime. . When asked what impact advocacy programs had on revenue, marketers cited higher conversation rates, more qualified leads and increased sales efficiency.

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InsightSquared

AUGUST 14, 2019

For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so. Many of today’s forward-thinking companies have already begun using AI in their sales strategies. Strengthens Communication With Sales Leads.

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Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. My life would be a nightmare without it,” says Wing, a ZoomInfo global sales manager who focuses on Europe, the Middle East, and Africa. But she also knew she needed to get up to speed very quickly. Luckily for her, that era is over.

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Madison Logic

AUGUST 20, 2019

Forrester Consulting Total Economic Impact Study Commissioned by Madison Logic. Download the commissioned study to find out everything Forrester found about the total impact of running ABM on the ML Platform. sales conversion?rate. The Total Economic Impact of Madison Logic (ML). Study Key Findings: 507% ROI over three years.

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ViewPoint

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Some sales professionals even believe that they can't get qualified leads from marketing.

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Sword and the Script | B2B

JANUARY 23, 2024

Forrester analyst Lori Wizdo wrote those words eleven years ago. Forrester analyst Lori Wizdo wrote those words eleven years ago. The study had a range of B2B statistics that ought to resonate with anyone who’s spent time in B2B marketing or sales.

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Zoominfo

SEPTEMBER 24, 2021

The last time sales teams were offered real change in their tech offerings was back in the early 2000s, when cloud-based customer relationship management (CRM) systems came into vogue. That technology permanently shifted the way sales teams operated. Types of Sales Automation Tools The reach of this technology is widespread.

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Marketing Insider Group

SEPTEMBER 14, 2020

I learned that the firm: Experiences 12 to 18-month sales cycle on enterprise accounts with most efforts leading to RFP automatically reducing margin growth. Sales Is Calling for More Personal Account-Based, Conversational Support to Win, Protect & Expand Specific Accounts. If manufacturers, retailers, distributors, etc.

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Sword and the Script | B2B

MAY 17, 2022

“Buyers now exercise more due diligence than ever before, conducting more research and engaging in more conversations with vendors and third parties,” according to Forrester. Forrester conducted a “buyer’s survey” in the years 2017, 2019 and 2021. B2B buyers require more interactions from sales and marketing.

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Zoominfo

MAY 25, 2022

And while it’s not hard to find basic business data — company names, phone numbers, employee counts, revenue, maybe direct dial numbers and email addresses — today’s complicated sales cycles need more than just names and numbers. What is Sales Intelligence? What Do Sales Intelligence Tools Do?

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PathFactory

JUNE 7, 2022

Toronto, ON – June 6, 2022 – With more than 20 years of experience in B2B marketing , content strategy, and operations, Christine Polewarczyk joins PathFactory from Forrester where she was an evangelist for content strategy, content marketing , and content operations. . In my role at Forrester, I saw the landscape of players.

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