Nora Conklin

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DISC Type : cd

Principal Analyst, ABM at Forrester

Washington DC-Baltimore Area, United States

Overview

Nora Conklin is a Principal Analyst at Forrester, specializing in advancing Account-Based Marketing (ABM) and demand generation for B2B organizations. Drawing on her degree from The Johns Hopkins University and extensive experience, she guides teams in optimizing pipeline growth through data-driven strategies. People who have worked with her describe her as sharp, energetic, and insightful.

As the strategist behind an award-winning direct mail campaign that earned a silver medal from the Collegiate Advertising Awards, Nora has a proven record of impactful marketing.

Personality Overview

Judgemental

Demanding

Upfront

They can be nudged to make faster decisions by offering what they value.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They care equally about the product and its potential impact.

Topics They Care About

ABM & Demand Convergence
Her research and commentary focus on how ABM principles are influencing the broader demand generation landscape, viewing it as a more successful, buyer-first approach.
B2B Buyer Behavior
She frequently analyzes shifts in B2B buying groups, particularly the impact of younger decision-makers and the need for marketers to adapt engagement strategies accordingly.
Leveraging Intent Data
Nora is a proponent of using intent data beyond simple buying signals, advocating for its full application across the entire sales pipeline and customer lifecycle.

Media Appearances

ABM Has Won? Forrester's Nora Conklin on the Future of ABM (YouTube Interview). Featured in YouTube

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Work History

6-2022
Principal Analyst, ABM at Forrester
10-2021 - 6-2022
Senior Director, Demand Generation at NowSecure
2-2021 - 10-2021
Director, Demand Generation at NowSecure
9-2018 - 2-2021
Senior Manager, Demand Generation at ICF
9-2017 - 8-2018
Manager, Social Content Strategy at Laureate Online Education

Education

Bachelor's degree from The Johns Hopkins University

More Information

Social Presence :

Prographics :

Exp : 14 Location : Washington DC-Baltimore Area, United States Job Level : Mid-senior Designation : Principal Analyst, ABM at Forrester
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Insights For Selling To Nora

During A Call Or A Meeting

DO's

  • Refer to testimonials from others in similar positions
  • Stress on the business value that your product offers
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Avoid repeating yourself or making generalizations
  • Refrain from asking too many questions
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Nora is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Nora

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Nora move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Nora take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Nora

Personality Compatibility


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