Research Feed

J.Jeffery of Velocify The Unpleasant Reality About Voice Mail, Call and Email Lead Management

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Why it’s Important:

”This Velocify research report is the most credible and significant study on what to do about sales lead response failures that I have read. Companies that precisely following this roadmap “without deviation” will significantly increase revenue and achieve their forecast, while simultaneously increasing their marketing ROI. This study points up the value of a sales lead management process.”

James Obermayer

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How research truths will set you free:

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“The days of activity-based marketing are over.” Heinz Marketing Declares in WP Research

Why It’s Important:

“Revenue is the crucial measurement of marketing and sales activities, nothing else ultimately matters and this report from Heinz Marketing on Marketing Performance Management Research is THE guide to company revenue growth.”

James Obermayer - Reviewer

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Title:  Marketing Performance Management Research

Published by/Authors:  Heinz Marketing

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ON24 Webinar Benchmarks Report -2017 White Paper Review

Title:  2017 Webinar Benchmarks Report IStock-464267113

Published by/Authors:  ON24

Gated:  Yes

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Length:  18 Pages

Highlights

  • 16,418 webinars were measured in the analysis for Jan-Dec 2016
  • 1,000 organizers
  • Three main sections
    • Pre-webinar Benchmarks: promotional cycle, best days to promote, best days for attendance, and best times. SLMA: We are not sure if they quote the best times or the most common times. 
    • Webinar Benchmarks: average viewing time, registrant to attendee conversion (36% for marketing webinars) training and internal communications is higher, but nothing rises above 56%. Interesting average attendee stats, engagement tools, and use of video.
    • Post Webinar Benchmarks: Live only 66%, live and on-demand 6% and on-demand 33%. There is an increasing percentage of on-demand viewing time from 34 minutes in 2015 to 42 minutes in 2016.

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Sales Lead Validation Study finds 50% of Inquiries are not Leads! Ah, but 50% are!

This is a research study released by Straight North a SEO agency.  This is not a small sample study, nor are the results of minor significance.  

  • 18 Month Study
  • 373,000 inquiries
  • 237,000 phone calls
  • 23,000 not validated
  • Of the 350,000 left:
  • 178,000 were determined to be sales leads

Yes, there are more results and much to muse over.  The value is this allows marketers to predict the future. Open it up and see the results. 

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Research: Alert - New High Performance ABM Must Read Roadmap

High-performance-abm-capabilities-benchmark-report-1-638Title:  High Performance ABM Capabilities, the Proven Account-Based Marketing Framework

Published by:  Demand Metric Research Corporation

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Length: 35 Pages

Highlights: 

  • Best practices in ABM: The Framework in six steps
  • This answers: Does compliance with the ABM capabilities frameworks result in greater revenue impact from ABM? (Of course).
  • 500 Survey respondents (Big number offers credibility)
  • The paper shows Maturity Milestones
  • The paper shows Recommended actions

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Top Ten Marketing Automation Comparison: Research

Top-10-marketingResearch: Top 10 Marketing Automation Software Report

Sub Title:  Comparison of the Leads Marketing Automation Software Vendors

Published by:  Business-Software.com

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SLMA SCORE: Four out of Five

Reason: Easy to read.  Consistent from year to year.  Includes price.   Includes Links.   But too few companies reviewed.  For instance the CRM Review has 40 companies.  

Length:  Five Pages

 Highlights: 

Review the Top 10 Marketing Automation companies to compare features, pricing and delivery models.

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Marketing Automation is an over-night success after being introduced 15 + years ago.  Administration

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