Hello Fellow B2B Marketers, Marketing Mondays is a weekly blog post highlighting our ongoing research focused on B2B revenue acceleration, as well as an exclusive look into what outputs you can expect in the coming weeks. Kick off your week here every Monday to get a burst of support for your professional success.

Today is fitting for our 2012 Year-In-Review edition of Marketing Monday. While we are researching the challenges that will seed the content you will see in the New Year, I thought it would be valuable to take a moment to recognize some of the very best content and ideas from the past year (that will still be relevant in 2013 and beyond). Without further ado, here are our greatest hits of 2012:

We are all facing some stiff and common head winds to achieving our companies' revenue goals in 2013.  Not the least of which is that the economy has reset itself into a "do-more-with-less" state. At the Forrester Forum in March, our growing community of sales enablement leaders and teams will tackle head on the core challenges to revenue acceleration including:

• How do we overcome repeated cross-selling disappointments?
• Our funnel fallout is out of control, how do we increase the odds of some new business actually closing?
• Channel disruption is on the rise, what is our path to greater loyalty? 
• Our market research is overwhelming in volume, how do we tease out the buyer insight sales people can use?
• Our collateral is grossly underused in the field, how do we redesign something more useful?
• Our sales force is so uneven in its performance, how do we develop our folks to be more consistently effective?

Hello Fellow B2B Marketers, welcome to the first entry of Marketing Mondays, a weekly blog post highlighting our ongoing research focused on B2B revenue acceleration, as well as an exclusive look into what outputs you can expect in the coming weeks. Kick off your week here every Monday to get a burst of support for your professional success.

The last days of December are busy ones for us here at Forrester. We are not only producing about a dozen reports before the new year and hosting a number of webinars, we are also planning a burst of fresh content to help you thrive in the new year. Our B2B Marketing Tactics and Benchmarks survey, which is recently back from the field, will act as the foundation for much of our first quarter 2013 content. Lori Wizdo provides a general introduction to the findings in her webinar 2013 B2B Marketing Mix Planning Guidance, and over the next couple weeks check back for Peter O'Neill’s analysis of content marketing in the report “B2B Marketers Prefer To Create Their Own Content And Mostly For Lead Nurturing” and Zachary Reiss-Davis’ report on Event Marketing Swag.

Graphic of the Week:  A Results Chain Approach Pinpoints The Key Actions That Drive L2RM Outcomes

IN CASE YOU MISSED THIS CHANGE IN SCHEDULING, OUR NEXT WEBINAR IS NOW ON NOVEMBER 14.

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Regardless of a salesperson's conversational skills, buyers have to care about what those salespeople have to say.

So how likely is it that an executive is going to agree to meet with someone who is geared up to talk about his or her product or service?  

Regardless of a salesperson's conversational skills, buyers have to care about what those salespeople have to say.

So how likely is it that an executive is going to agree to meet with someone who is geared up to talk about her product or service?  

Its even less likely that the executive will invest the time then to see demos, evaluate your value, and compare you to competitors.  Why would they?  They’ve got people doing that for them.

If you’d like to know more about this problem - Scott Santucci is going to host a Forrester Webinar on Tuesday, October 30  at 11:00 am Eastern: