Sales Enablement Outlook 2021

We conducted a survey to understand how and where sales enablement teams at Technology companies are adjusting their approaches to deliver superior results. Access our “Sales Enablement Outlook 2021” report for three key sales enablement investment themes in the post-disruption environment.

Digital Advertising 2020: A Lot More Quality Digital Eyeballs

Of all of the emergent phenomena that have occurred over the past nine months, one that hasn’t gotten much press is the dramatic increase in the supply of quality digital impressions. There isn’t a published source measuring this very real metric—it has to be triangulated between total impressions, e-commerce sales, click-through rates, and prices—but marketers across many categories know that digital marketing is killing it right now…

Reboot Sales Territories: Rethinking Geographic Territory-Based Sales Models

Augmenting geographic-centric planning with more industry and market-centric expertise and context will be critical in the post-coronavirus era. Watch our on-demand webinar as we cover how to reboot sales territories to optimize sales models and apply data-driven sales motions for faster sales cycles and greater ROI.

The Changing Face of Distribution Marketing to Seniors

I’ve noticed a funny trend among marketers. We tend to talk about younger consumers in terms of their generation—for example, the term “millennials” has been a stand-in for a nyone under 35 for what seems like a decade or more—seniors are always seniors. I imagine this is due to some collective failure of imagination, whereby […]

Platform-as-a-Channel: A New Model Disrupting the Channel Partner Ecosystem

The partner channel model hadn’t changed much until a few years ago. Most groceries and consumer goods traveled through supermarkets; most cars were sold through dealers, and most manufacturing items were sold through distributors. These traditional channel models have some combination of nine traits in common, depending on the industry. Typically, for a partner to meet the definition of a “traditional”…

Cyborgs Will Beat Robots: Building a Human-AI Culture

There are two competing AI narratives bouncing around the internet. On the one hand, AI is seen as a future scourge, a technology that once unchained will push humanity past a singularity. Past this singularity, we cannot predict what will happen—but many think it won’t be good [1].

FinServ Digital Transformation: It’s All About the Data

CEOs and their leadership teams in FinServ companies—from banking to insurance to credit—are moving on to the next wave of digital transformation: data strategy and execution. While every company is at different stages of digital maturity (as are individual BUs and functions within each company), one trend is absolutely clear:

Software is Eating the World and Financial Services is Next

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 needs some support!) The other day I got a notice […]

How to Make the Most of Digital Customer Loyalty Strategies

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 the customer experience generate, on average, 60 percent higher profits […]

3 Digital Tactics to Increase your Cross-Sell and Upsell Opportunities

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 an opportunity to upsell using digital marketing? The good news […]