AI Will Eat Millions of B2B Sales & Marketing Spend
Other
Get ready for the disruptive change coming to Sales & Marketing budgets… Most B2B revenue funnels are built under the assumption that 99% of sales and marketing efforts are wasted on leads that never close (Forrester). Many companies have built expensive “demand waterfall” management software …
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You Basically Insure Your Entire Life – Why Not Insure Your Marketing Campaigns?
Other
In your personal life, you probably have a wide range of insurance policies on the things that matter most. Many of us insure our cars, health, home, life, and may even be lucky enough to have a secret stash of savings for those “just in …
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Content + Sales = The Perfect Match for Marketing ROI
Content Marketing
If you think back to middle school, getting that girl/guy to say yes to that first date meant you had to put yourself out there. Remember that nerve-wracking process? Passing a cheesy note through a friend (“Do you like me? Yes or No?”) amounted to …
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How to Turn the Content “Thermostat” Down
Content Marketing
I finally justified to my wife why I bought $200 Nest thermostats a year ago… After receiving a heating bill that was double what we were expecting, I jumped into the metrics that Nest thermostats provide. Immediately I saw the problem… the heat was coming …
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What AI Cannot Do for Sales
Other
AI is already the hottest buzzword among the B2B sales community. I have heard the term more through early March of 2017 than I’ve heard Account Based Marketing in all of 2016 or Social Selling in all of 2015. I should be elated as a …
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3 Harsh Realities Every Marketer Faces When it Comes to Content… and How to Solve Them
Content Marketing
Content is king… or so they say. But the hardest part is effectively measuring it’s return on investment. Whether you are in manufacturing, technology, healthcare, banking, or another industry, the problem is apparent. A recent study from Sirius Decisions states companies are spending tons of …
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MarketBridge Wins Silver & Bronze in 2017 Stevie® Awards for Sales & Customer Service
Other
MarketBridge was honored with two Stevie® Awards at the 11th annual Stevie Awards for Sales & Customer Service: A Silver Stevie® Award in the category of Incentive, Rewards, and Recognition Provider of the Year and a Bronze Stevie® Award in the category of Sales Training …
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Heads of Sales Are Getting Back to Basics in 2017
Sales Coverage
We speak with heads of sales every week. It’s what we do as a business. Here’s what we’re hearing out in the market… The world ran to cool new tools, technologies, data, training systems, sales methodologies, and a series of experiments in the post-recession era. …
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Why FinServ Businesses Need To Rethink Content. Period.
Content Marketing
As virtually every marketer has heard, producing great content helps drive awareness, builds trust with customers, and improves lead conversion. For FinServ, Content Marketing is critical to building relationships and trust, and helping to educate customers on what are often very complex product offerings. But, …
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Flip the Down Curve – What Tech Needs to Increase Storage Sales
Other
I’ve been following the storage market trends in FY16 and it has been quite the whirlwind. The decline in total revenue combined with customers need to consolidate enterprise and IT has made huge effects on the market. Some players, such as HPE, EMC and Dell …
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Two “Magic Numbers” for Every CEO and Sales & Marketing Leader
Cross-Selling, Marketing ROI
As nearly every company aspires to have recurring revenue business model, investors and analysts are increasingly focused on two “magic number” metrics: ARR/CAC and NRR. More importantly, every Sales & Marketing executive and employee should be fully aware of these numbers. Customer Acquisition Payback (ARR/CAC): …
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What Sales Needs to Pitch Your New 2017 Products
Other
For most companies, go-to-market plans and quotas for new 2017 products are just being finalized. The question now becomes “how can you make sure these products are successfully pushed by your sales channels?” Sales reps – whether they are in inside sales, field sales, or …
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3 Sales Strategy Secrets Revealed at #CEBSummit
Other
Our team just got back from a long, informative week at last week’s CEB Sales and Marketing Summit in Las Vegas. Each year we leave with hugely valuable insights on how the customer is changing and what organizations need to do about it. However, the …
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Secret Sauce to Growth in B2B Communications – Intent Data
Other
Communications businesses are leading the charge in the B2C consumer space. Understanding consumer needs and the buyer journey is no new news to leaders in this space… But from the B2B side of the business, resonating amongst SMB and enterprise clients can be a bit …
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Small Business = Big Money
Other
US-based local businesses comprise the world’s third-largest economy, trailing only the USA overall and China A consensus estimate is that the annual nominal gross domestic output of the United States is just north of $17 trillion (and about the same size as the 28-country European …
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Local Location-Based Commerce is Far, Far Larger than E-commerce
Other
The modern miracle of e-commerce is entering its third decade. While there is some nitpicking, the consensus reported in the New York Times is that the first purchase on a commercial website was the purchase of a music CD on August 10, 1994. Fast forwarding …
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Your Leads – Rotting Away Like Week Old Fruit…
Lead Generation and Nurturing
“Big data,” “predictive analytics,” and “lead nurture” are all the buzz when it comes to go to market strategy…. So, you, not wanting to fall behind in the digital sales and marketing world invested in some pretty cool solutions that should help you gather more …
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So, You Think You Need a New Lead Scoring Model?
Lead Generation and Nurturing, Marketing Analytics
Often characterized by its blend of big data with predictive analytics, lead scoring has quickly emerged as a prevalent solution aimed to support demand generation and sales by identifying the right prospects to prioritize outreach. Over the past few years, investment in lead scoring solutions …
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Cross-Selling: A Gold-Mine for Incremental Revenue
Cross-Selling
We work with multiple clients and over and over have come to understand the importance in cross-selling and how it impacts bottom line. The facts are simple – from advertising, educating prospects and all the steps needed to nurture a new lead to the point …
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Telco: Opportunity Exists in SMB; How Do You Capitalize?
Other
According to Yelp, roughly 85% of American small businesses expect their revenues to grow in 2016. Year over year, small businesses are growing and need a network of technology and services to maintain growth and scale. In fact, research from BCGS suggests that the SMB …
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Software is Eating the World and Financial Services is Next
Digital Sales
Like many families, my son and I both have accounts that are linked at the same bank, and of course I sometimes transfer money online when his balance gets too low. (To be fair, he works hard to earn his own money, but occasionally still …
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“Big Data” & “Big Content” are Sales & Marketing’s Best Friends
Content Marketing
The demand for “big data” and “big content” to better acquire, retain, and cross-sell B2B customers is growing rapidly. Since 2010, most B2B companies have made significant investments in four core types of customer engagement platforms: CRM (e.g. Salesforce) Marketing automation (e.g. Eloqua, Marketo) Content …
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4 Ways to Drive More Revenue Through Cross-Sell
Cross-Selling
There is no better way for B2B organizations to drive growth than through selling to their existing accounts. Despite the potential returns, most organizations leave this strategy almost entirely in the hands of their sales teams without putting the rigor and discipline to be really …
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From Marketing to Sales: Why Data is Glue
Other
We recently worked with a client in which their marketing-to-sales hand-off process was far from perfect. In fact, many of their marketing investments were going straight to the trash bin. First, sales believed marketing’s leads were unqualified and as a result, they did not proactively …
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Acquisition vs. Cross-Sell Economics: The No Brainer Investment Decision
Cross-Selling
Why is it that so many companies these days are over investing in customer acquisition? Don’t get me wrong, acquiring new customers is critical to any business’ growth, but we all know that customer acquisition costs (CAC) can be extraordinarily high. Studies show that attracting …
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