The B2B Research Blog

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. So how can you best address these changing buyer trends and add more value to each and every prospect engagement?

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. “When it comes to spending trends, we see little change in B2B program plans from 2015 to 2016. ” – Forrester Research.

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.

No marketing tactic works well Forrester says, it’s all about strong content

Vidyard

Forrester has been following marketers to ask them how those efforts were going, and the answer is… not so well. This is just a normal signal when a trend gets out of infancy. Content marketing has cut itself a lion’s share in the marketing world.

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.

3 Seismic B2B Marketing Trends Seen At Dreamforce 2016

Radius

Predictive analytics has been a hot space for the past couple years, attracting over $100 million in venture funding and garnering accolades from Gartner and Forrester in their most recent B2B marketing Hype Cycle and TechRadar reports, respectively.

From High Touch to Low Cost – A Disturbing Trend in B2B Selling?

The ROI Guy

Last year, new research from Forrester boldly predicted the Death of the B2B Sales Rep, making some stark forecasts: Much of B2B buying will not need sales reps anymore, and will move to lower cost self-service or inside sales reps.

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73 Experts Reveal B2B Marketing Trends to Leverage in 2017

SnapApp

As 2016 draws to a close, it's time to look forward and see what B2B marketing trends will shape the road into 2017. What trends should B2B marketers be leveraging to break through the noise and create more compelling experiences for their audiences?

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."

2017 Marketing Trends to Watch

distribion

Here are two trends that we are looking forward to in 2017: 1. Forrester Research ). The post 2017 Marketing Trends to Watch appeared first on The Beacon. Where did the year go?

Four Trends Elevating Marketing as the Key Business Engine

Act-On

In this blog, we will discuss four major trends that are causing this dramatic shift: Emergence of SAAS business model. Let us examine each of these trends in detail. As will be shown, these trends are interrelated, but each one deserves to be evaluated on its own merit.

CMO Spotlight: 3 Trends That Will Drive Digital Transformation

Modern B2B Marketing

A 2015 study by Forrester Research, “The Contextual Marketing Imperative,” revealed large gaps in delivering personalization. Author: Charm Bianchini Last week, I had the pleasure of attending the Argyle CMO Forum in San Francisco.

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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. Emerging Trends. 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. About Forrester. Skip to global navigation. Skip to local navigation. Skip to main content. Skip to account links.

5 Predictions for Influencer Marketing in 2016

Onalytica B2B

According to Forrester’s recent report by Nate Elliott entitled Vendor Lanscape: Word-Of-Mouth Platforms , there are 3 distinct focuses for tools in the word-of-mouth category: customer advocacy platforms, employee advocacy platforms and category influencer platforms.

#Pubcon 2012: Tips, Tools & Trends

KoMarketing Associates

Instead of recapping all of the sessions I attended, I thought I’d highlight the top tips, tools & trends I came across. Top Trends from Pubcon 2012. Duane Forrester does a tremendous job of connecting with the search community, talking about the company, what they are doing and how they are improving. Last week I was fortunate enough to spend the week in Las Vegas for Pubcon 2012.

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The Future of Content Marketing Isn’t Content Marketing

Contently

While the Google trends chart is very useful when you’re making the case for content marketing, it’s not nearly as telling as a different chart from Forrester, which maps the hype cycle of marketing technologies.

No. 6 Trend: A Roadmap for Investing in Marketing Technology in 2016

Content Standard

Over the last two months, I’ve been summarizing the content marketing trends to watch in 2016 as a way to first highlight what’s changed in our industry this year and second what will continue to evolve over the next 12 months. ” What Trend Are We Talking about, Really?

Top Trends in Technology Marketing for 2015

Hinge Marketing

There is much to consider, but we can take the legwork out of one topic: understanding the marketing trends and opportunities emerging in 2015. Below, we’ve collected the top four trends to watch – and what you need to know to leverage them most effectively.

Is Account-Based Social Selling Right For Your Sales & Marketing Team?

ScribbleLive

Forrester identified key areas B2B companies should be focusing on in their 2017 B2B Predictions Report , and account-based marketing ranked #1. Industry trends Thought Leadership Featured social selling ABM Account Based Marketing Account Based Social Selling ABSSSales and marketing leaders within the B2B world are abuzz about account-based everything. From account-based marketing to account-based sales development to account-based social selling (ABSS), the excitement is palpable.

Five Findings From Forrester Consulting’s “Driving SMB Revenue In A Tough Economy”

Marketing Action

We recently commissioned Forrester Consulting to research how small and medium-sized businesses were adapting their marketing methods in response to the current economic uncertainty. What we came out with were some telling trends, and straight talk about how to become a Top Performer.

16 Enigmatic Business Blogging and Other Marketing Stats

Webbiquity

But, seemingly in support of Kundera’s quote above, Forrester Research says marketers are the ““sole source of sustainable competitive advantage.”. Samsung uses its blog to explore trends like the role of IT in improving healthcare delivery.

6 Content Marketing Trends to Help Plan Your 2016 Budget

Content Standard

Now that we’re eight months into the year, new trends have emerged, and we need to factor in how those events will affect our budgets and programs in the near future. I’ve partnered with some amazing people to present to you the trends to watch and plan for in 2016.

8 Key Mobile Marketing Trends

Hubspot

To help you better grasp this exciting industry, we have identified the 8 most significant mobile marketing trends of 2011 that are sure to change the mobile marketing world we know now. Trend 1 - Mobile Advertising Spend is on the Rise. Trend 4 - Mobile Optimization Becomes a Reality.

Value Summit Keynote - The Importance of Getting Value Selling Right

The ROI Guy

In our keynote, we analyzed some of the top value selling challenges and discussed some key trends that are sure to shape value consulting and sales enablement over the next few months: The vital importance of getting value selling right.

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.

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. What are you doing to reshape the trends; helping your Sales reps engage earlier and helping “establish the path from vision to value”?

Why Is B2B Marketing Automation Growing So Slowly?

Customer Experience Matrix

For example, LoopFuse reported 42% of respondents had marketing automation in place, a Forrester study reported 45% use among B2B enterprise marketers, and the Lenskold Group found 70% marketing automation usage.*

6 Things to Keep in Mind When Replatforming

Buzz Marketing for Technology

As the shelf life of ecommerce sites gets shorter, it becomes harder for marketers to balance the latest trends while maintaining a seamless customer experience. Posted in Business Intelligence Testing.

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

The ROI Guy

These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value.

No. 6 Trend: A Roadmap for Investing in Marketing Technology in 2016

Content Standard

Over the last two months, I’ve been summarizing the content marketing trends to watch in 2016 as a way to first highlight what’s changed in our industry this year and second what will continue to evolve over the next 12 months. ” What Trend Are We Talking about, Really?

How to Attract B2B Buyers with Killer Content

B2B Lead Generation Blog

According to the 2017 B2B Content Marketing Trends, 39% of companies are increasing investment in content marketing. Two of the leaders in B2B funnel benchmarking, SiriusDecisions and Forrester, will tell you that inquiry-to-closed-won conversion ratios are often below two percent […]. Content marketing is booming. And yet most companies are not creating effective content. Want proof?

How to Attract B2B Buyers with Killer Content

Marketing Insider Group

According to the 2017 B2B Content Marketing Trends, 39% of companies are increasing investment in content marketing. Two of the leaders in B2B funnel benchmarking, SiriusDecisions and Forrester, will tell you that inquiry-to-closed-won conversion ratios are often below two percent […]. Content marketing is booming. And yet most companies are not creating effective content. Want proof?

Most Popular Articles (so far in 2015)

The ROI Guy

Forrester says Yes (at least 1 in 5 at risk)! Three Big Takeaways from SiriusDecisions Sales Leadership Exchange Top 5 Content Marketing Trends You Need to Know for 2015 Get the book!

New Sales Rep Ramp Up Taking Longer than Ever

The ROI Guy

Twenty-nine percent of companies expect to expand their sales organizations between 10%-30% in the coming year, with over 6% expecting to grow a whopping 30% , this according to the Sales Execution Trends study of 200 worldwide sales leaders by our partner Qvidian.

Will Gartner's Latest IT Forecast Put a Chill in your Growth Plans?

The ROI Guy

These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged, with little reason for optimistic spending growth predictions. Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% YoY decline from 2014.

When Did Automated Dialogue Trump Real Conversation?

Digital B2B Marketing

Is a Trend Forming? Earlier this month, Forrester launched an Interactive Marketing chat using the hashtag #IMchat. Content Demand Generation Social Media Uncategorized #B2Bchat Crowdbooster Forrester marketing automation NetProspex relationships SAP Stanzr tweetchat twitterCreate a personalized dialogue with each prospect at every point in the sales process! This sounds like a pitch for marketing automation. While the result is valuable, it is not a dialogue.

Brand Guidelines for Video: Unicorn Ice Cream, Man-Cats, and a Powerful Experience

Vidyard

Remember the twinkling, light-hearted and touching music at the end of Forrest Gump, as the feather is floating away from Tom Hanks? Blog Video Marketing TrendsImagine this: Nike. Will You Do It? Or how about “Nike. Just Do It Already!” or even “You Should Do It.” They just don’t work as well as the slogan Nike is actually named for, right? Why is that? It’s because Nike’s “Just do it” reflects their brand.

What’s the Best Social Media Monitoring Tool? It Depends

Webbiquity

An easy-to-use, graphically rich tool that provides monitoring (who’s talking about you, your competitors, key industry terms and trends, etc., Forrester Research has named Nielsen a leader in brand monitoring solutions, saying “the vendor has the strongest strategic vision and currently competes at a scale unmatched by any other competitor.&#. Until fairly recently, keeping track of your organization’s online presence was relatively easy.

[Infographic] What 100 B2B CMOs Have to Say About Predictive Analytics

Radius

Whether it’s upward trending on Google Trends , news reports and research papers, or the scores of conferences and events dedicated to the topic, it is clear that it’s a hot business topic and one that will only grow in importance. Like many trends, it has taken some time to figure out whether the idea has “legs.” And the only way predictive progresses from a trending topic to a technology staple is by proving its impact. Click on image to download full infographic.

Highlights from InsideView Drive 2016

Sales Intelligence View

Our initial vision was simple: create a half-day event designed to educate business leaders on new trends, best practices, and modern strategies to speed […]. As we wrap up our InsideView Drive roadshows in Chicago, Boston, and New York, we couldn’t be more thankful for the attendees, sponsors, and speakers who made the event a success.