Why Most Lead Scoring Systems Fail to Accelerate Sales: Part 4
Lead Generation and Nurturing
Continuing with our Digitally Enabled Sales Rep series, today we’re discussing predictive analytics and lead scoring. Today’s seller is able to target and reach out to far more prospects than ever in the past. Tools like LinkedIn have created the ability to dig into any …
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Reduce Sales Rep Research to Boost Pipeline: Part 3
Sales Enablement
The digitally powered sales rep has never had more data and information on their prospects than they do today. With the social web, internet research, just-in-time financial data, buyer intent data, and other available sources, reps can profile their territory like never before. However, most …
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It’s Not Me, It’s You. Three Fundamentals to Cultivating Customer Loyalty
Account-Based Marketing
Getting your customers to love you is not too dissimilar from keeping the attention of a love interest. In both scenarios you’re dealing with individuals that have unique idiosyncrasies, perspectives, interests, values, and shifting emotional states. These realities explain why there isn’t a “by-the-numbers” approach …
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3 Technologies Every Modern Sales Rep Needs: Part 2
Other
Last week, we kicked off our series on the digitally enabled sales rep. Now, we’re discussing three key technologies sales reps must use in today’s selling environment. These technologies – predictive analytics, digital content, and social selling – are real game changers if used correctly. …
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Has your Pipeline Caught up with the Transformation to the Cloud? Part 2
Marketing Analytics
In our previous post we discussed the evolution of traditional technology providers into solution companies and the further shift to cloud/SaaS models. This change has massively affected companies’ go-to-market and emphasized the need for continual customer engagement. Sales cycles are becoming 12-month loops versus 3-4 …
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Sales Acceleration Tips to Increase Pipeline and Productivity: Part 1
Sales Enablement
Sales has changed. Because customers have changed. Customers have moved more of their buying decisions online and are less likely to respond to some of the traditional sales tactics that worked in the past. This has led to an explosion of data and technology that …
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Demand Generation and Lead Generation: Not the Same!
Lead Generation and Nurturing
We often hear marketers use the terms ‘demand generation’ and ‘lead generation’ interchangeably. It makes sense at a high level: both activities are performed with the goal of driving new leads. However, there are distinct differences between the two. In the simplest of terms, lead …
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Has Your Pipeline Caught Up With The Transformation To The Cloud?
Other
If your company is like most tech companies out there, your business has gone through or is going through a fundamental business transformation. The technology sector used to consist of two categories: hardware and software manufacturers. Then came the move to acquire services firms with …
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How to do Account Based Marketing: A #FlipMyFunnel Conference Review
Account-Based Marketing
Our marketing team attended the #FlipMyFunnel conference last week, which was hosted by Terminus. It was a buzzworthy event, drawing both B2B marketers and digitally-enabled salespeople from companies of all sizes. The focus of the event was as the title suggests: the idea that marketing …
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Let’s Get Personal: How To Tailor Your Lead Nurturing Strategy
Lead Generation and Nurturing
According to MarketingSherpa, 79% of marketing leads never convert into sales. Having an ineffective lead nurturing strategy contributes to this poor performance. Developing and building a relationship with your prospects doesn’t happen overnight, and you can’t expect to get the results you want by taking …
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Are You Minding The #DigitalGap? How to Align Marketing And Sales to the Buyer’s Journey
Account-Based Marketing
We hosted our first ever TweetChat last week with Heinz Marketing, and we’re happy to say it was a great success! Thank you to everyone that joined the conversation. The topic of our chat was on the #DigitalGap that exists between where marketing and sales …
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3 Crucial Components of Successful Demand Generation
Lead Generation and Nurturing
Today’s marketers continuously face the challenge of generating enough leads to keep their sales pipeline filled. On top of that, marketers must ensure high quality leads as proving ROI and impacting revenue becomes more important. Given the increasing focus on top-of-funnel lead generation and the …
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Dell & Marketbridge Take Home Two Silver Stevie® Awards at the 2015 American Business Awards
Other
Dell and MarketBridge are pleased to announce they were awarded two Silver Stevie® Awards at The 13th Annual American Business Awards in Chicago.
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7 Critical Elements For a Winning Content Marketing Strategy
Content Marketing
As a marketer today, you probably are doing some form of content marketing, whether you call it that or not. In formal terms, Content Marketing Institute defines content marketing as “a strategic marketing approach focused on creating and distributing valuable, relevant and consistent content to …
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How to Remove “No Budget” As a Block to Superior Marketing Performance
Other
This blog was co-authored by Fred Diamond, a top marketing consultant to technology companies and the founder of the Institute for Excellence in Sales. One of the biggest cop-outs in technology marketing is falling back on the excuse of “we don’t have budget for that.” …
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How to Make the Most of Digital Customer Loyalty Strategies
Digital Sales
The success of pure customer loyalty strategies online depends on your brand, products, customers and execution of the program. Companies should focus on the foundation of customers and digital media to get a handle on the vast number of customer retention strategies. Companies that prioritize …
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Earn Your Seat in the C-Suite: 6 Steps to Actionable Marketing Reporting – Part 2
Marketing ROI
In our last post, we reviewed the first half of our 6 step plan to better reporting by developing a measurement framework. As promised, we’ve put together a comprehensive reporting guide at the end of the post with examples to help you implement this in …
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What is Loyalty? A Feeling, Expressing Strong Support for Someone or Something
Customer Retention
It’s a term that has redefined the way we do business. More and more organizations are discovering that the key to long term business success isn’t rooted in what you are selling but rather who you are selling to. Developing loyal relationships with customers keeps …
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Want Loyal Customers? Humanize Your Digital Marketing Programs
Customer Retention
One of the most significant business metrics you can track is customer loyalty. Digital marketing loyalty programs are a necessary activity to take the pulse of your brand and your customers. Forecasting your future growth is also easier when you know how loyal your customers …
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3 Digital Tactics to Increase your Cross-Sell and Upsell Opportunities
Cross-Selling, Digital Sales
Most marketers know that acquiring a new customer is only the first step in a long-term relationship. However, cross-sell and upsell activities are often left to sales teams whereas marketing focuses on acquisition. Did you know that having an online presence means you already have …
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Earn Your Seat in the C-Suite: 6 Steps to Actionable Program Reporting
Marketing Operations, Marketing ROI
Do you find yourself with an endless supply of reports but unable to get answers to your most critical business questions? Don’t worry – you’re not alone. Many companies are faced with the same exact issues that you are. It’s very likely these companies have …
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5 Analyses to Take Your Content Performance to the Next Level
Content Marketing
What content pieces on my site are performing the best? What do we need to have on the site for visitors to come back? Why did this content go viral (and conversely, why didn’t this content go viral)? You’ve probably been on the giving or …
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“Marketing Leads are Crap!” How to Achieve Sales & Marketing Utopia
Marketing Operations, Sales Enablement
6 Questions to Ask your Sales Team to Get Buy-In Between Marketing and Sales You’ve crafted a perfect user experience that guides your prospects through the buyer journey and nudges them to perform certain behaviors that will deem them as ready to be put in …
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Strategies to Engage the SMB Segment
Other
If your target customers are primarily small to medium-sized businesses in the 2-49 employee space, you’re probably struggling to reach (and nurture) your target market. It’s often said that small- and medium-businesses—SMBs or SMEs for short—have nothing in common, other than that they’re totally different. This isn’t totally true, though. Across …
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The Do’s and Don’ts of B2B Selling
Other
Gone are the days of transactions. Today, B2B sales is all about providing value. In order to survive in the field (or behind the desk) salespeople need to harness three core skills to create a positive customer experience and ultimately, exceed quota. What has changed? …
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