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 made out well while others not so much. For technology […]
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 best part about CEB is that they don’t stop at […]
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 more difficult – the challenge is reaching the right decision […]
“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 leads and close more deals: Marketing automation tools – analyzes […]
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 have increased exponentially as many companies have shifted resources to […]
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 of trust – new customer acquisition is costly. Acquisition is […]
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 market may potentially be worth $22bn to UK and US […]
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 follow-up on MQLS. Second, with incomplete or low information, sales […]
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. How the vendors plan to achieve said results, however, isn’t […]
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 increasing the volume and improving the conversion of deals. Sales […]
