Why Your Sales Game Is Lacking & How to Play Ball
Other
It’s no “breaking news” that many of your buyers are online. And by now, I’m sure you are too – between marketing automation, social media and more, we all are digitally invested. Despite the digital migration of your buyers and internal business teams, there is …
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5 Reasons Why You Should Never Use “Black Box” Lead Scoring
Lead Generation and Nurturing
We see it constantly–analytics vendors who claim to offer lead scoring services that will increase your conversion rates enormously and leave you begging for more. These companies typically promise a quick and easy lead scoring deployment that will yield a +20% increase in conversion rates. …
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Blow the Doors Off of Inside Sales Performance in 2016
Other
Inside sales is becoming a preferred channel for organizations to drive sales conversations and pipeline growth. It offers major efficiencies over traditional direct sales models, including the ability to specialize sales reps on certain activities and areas of the funnel, and provides major scale in …
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Riddle me this: How many apps does it take to make a Sales rep productive?
Other
We were working with a client recently that had over 10,000 global field and inside sales reps. We were amused, but not surprised, when we discovered there were over 10+ different software and customer intelligence tools available to a sales rep to “drive productivity.” Of …
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MSFT + LNKD: Welcome to the New World of Sales Enablement
Sales Coverage
Here at MarketBridge, we had collective smiles on our faces when we heard the news. We have been predicting and investing against this scenario for over two years and it’s great to see the big players validate our strategy. Ok, so we didn’t exactly predict …
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Marketing Performance: Why Is It So #@$% Hard To Get Basic Results?
Marketing ROI
“Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” – John Wanamaker, (attributed) More than 100 years later, marketing executives still feel John Wanamaker’s pain. CMOs are under intense pressure to deliver measurable returns on marketing investments. …
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Killing Reps Softly with Customer Data and Marketing Content
Content Marketing, Sales Enablement
As sales leaders, we spend a lot of our time trying to figure out how to make our sales teams more productive. Selling into the sales and marketing technology space, MarketBridge sees many of our clients and peers struggling to do the same. Through that …
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Wrestle Back Control in the Age of the Customer
Other
As organizations continue to look for an edge, increasingly they are looking at the customer buyer journey to figure out how they can better anticipate and manage this journey. Given the shifts in how customers make decisions, involve stakeholder groups, and transact, sales and marketing …
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MarketBridge Wins Gold & Silver in 2016 Stevie® Awards for Sales & Customer Service
Other
MarketBridge is pleased to announce they were awarded two Stevie® Awards at the tenth annual Stevie Awards for Sales & Customer Service.
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5 Tips to Arm Sellers in Today’s Digital Environment
Sales Enablement
B2B Customers have clearly changed how they buy. Their expectations have changed around the buying process in terms of evaluating product or service options, self-educating, and ultimately deciding on and making a purchase. Customers now spend significantly more time doing online research, they expect to …
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Marketing Technology Trends for 2016
Other
I came across a great article from Rohit Roy and the MarTech team today that looked at recent results from a survey completed by Spear Marketing Group in September 2015. The survey focused on shifts in importance of specific marketing technologies. Here are some of …
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Accelerate Sales by Channeling David and Goliath
Other
Evolution. It can’t be fought, nor can it be circumvented. In fact, as Jeff Goldblum’s character, Dr. Ian Malcolm, in Jurassic Park (i.e. the ’93 blockbuster, not the retirement home my mother cautions me against sending her), states that “life, finds a way.” Dr. Malcolm …
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5 Tips to Improve Your Email Campaigns
Lead Generation and Nurturing
Are you seeing the desired results from your email campaigns? If you answer “no,” you’re not alone. Check and see if you’re missing any of these best practices in your marketing strategy: Create lead nurturing programs, not email marketing. “Email marketing” oftentimes translates to sending …
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3 Reasons Customer Retention is Much More Than a Loyalty Program
Customer Retention
Customer retention can be a financial game-changer in your company’s success. Harvard Business Review reports that increasing customer retention rates by 5% can increase profits by at least 25%[i]–with some companies able to nearly double their profits. Most CEOs and marketers alike understand the importance …
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How to Personalize Your Sales Outreach Using Data
Sales Coverage
Personalization: It’s on everyone’s mind. How to provide that hyper-personalized experience to show your customers that you know, and can provide them, what they need. While there is a lot of talk as to how to deliver personalized messages effectively and efficiently, there’s a big …
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Dear Customer, I Know EXACTLY What You Want (Part 5)
Marketing Analytics
It’s one thing to understand who to target. It’s another to know what to offer them. Putting relevant offers in front of your prospects and customers is one of the holy grails of effective marketing. Done correctly, marketers can expect to see a sizable increase …
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Content Personalization: 4 Things Every Marketer Needs to Know (Part 4)
Content Marketing
The explosion of interest in predictive analytics in B2B sales and marketing is long overdue. Making up for lost time, the topic is quickly evolving from a narrow focus on targeting – exemplified by the profusion of companies specializing in lead scoring – to a …
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3 Essential Things You Need to Know About B2B Predictive Lead Scoring (Part 3)
Lead Generation and Nurturing, Marketing Analytics
Over the last few years there has been a significant rise in the number of B2B sales and marketing organizations moving from traditional MAP and point-based lead scoring to predictive lead scoring. Many of these early adopters are now two or more years into using …
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Recognize When Your Customers are Ready to Buy, Long Before They Ever Tell You (Part 2)
Marketing Analytics
Customer buying or “intent” signals have been around for a long time. With an abundance of online information available to potential buyers, it has become seemingly harder for sellers to know when a buyer is interested in their product – and often they find out …
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#CEBSummit Takeaways: Insights on B2B Buying & Ways Sales and Marketing Must Adapt
Sales Coverage, Sales Enablement
At the end of October our team attended the CEB Sales & Marketing Summit in Las Vegas. Over 1,200 sales and marketing leaders convened for, what we believe to be, the most valuable B2B sales and marketing event of the year. (If you are in …
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5 Essential Signals Across the Customer Lifecycle That Every Company Needs (Part 1)
Marketing Analytics
Predictive customer analytics are becoming a must-have for every enterprise sales and marketing organization. Using “big data” to target the right prospects, with the right message, at the right time and place is critical for success. But too often companies settle for a convenient “point …
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Uncovering Your Hidden Revenue Opportunities
Other
If you are a sales or marketing leader, you likely have two feelings right now… First, you probably feel pretty confident in the opportunity and revenues that are visible to you. Whether it is expected yield from existing campaigns or current forecasted pipelines, there have …
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Understanding and Mapping the Consensus Buying Environment: Part 6
Account-Based Marketing, Sales Coverage
In the final post of our digitally enabled sales rep series, we address a newer phenomenon in sales, the rise of consensus buying and how reps can effectively navigate these buyer groups. Not so long ago, selling was straight-forward (not easy, but straight-forward). The process …
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How to Leverage Personalized Content to Win the Deal: Part 5
Content Marketing
In part 5 of the Digitally Enabled Sales Rep series, we’re discussing what has become the new currency in sales: content. Buyers are using content to support their decision making and to understand their options. In fact, 67% of the buying journey is complete before …
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4 Must-Have Marketing Automation Features for Massive ROI
Marketing Operations, Other
Marketers are reaping the benefits of scaling marketing automation to their businesses. What’s not to love about a class of technology that can automate and measure your program’s success for you in real-time? For those rookies who have not tapped into the benefits of marketing …
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