Increasingly, sales compensation—often considered largely an operational initiative—must move upstream as a key element for GTM strategy. Download the framework for a detailed look at 3 go-do’s to ensure your compensation program supports collaborative, strategic imperatives.
MarketBridge conducted a survey to understand how and where sales enablement teams at Technology companies are adjusting their approaches to deliver superior results. Access our comprehensive benchmarking report summarizing our findings including three key sales enablement investment themes in the post-disruption environment.
When it comes to the impact of COVID-19 on sales channels, we’ve seen startling data on the short-term shift in channel usage by both sellers and buyers. Traditional FTF and inside sales channels have taken steep hits in usage — dropping by over 30 percentage points in some instances — which has affected direct and indirect sellers alike. For Sales Enablement teams, this presents an immediate challenge and frankly a mad scramble to upskill 1,000s of sellers on digital selling capabilities…
Market leaders have changed how they go to market during this disruption, focusing on how to accelerate sales initiatives. Now is the time for all B2B enterprises to consider a seismic shift in sales enablement, one that equips direct and indirect sellers with data-driven targeting, messaging relevance, and unique differentiation. Watch the 30-minute on-demand webinar as we share how to transform your sales enablement in this new environment to reach optimal sales productivity.
Top performing sales enablement programs drive deeper seller resonance and program innovation at a market segment or role level to ensure actionability. Our core building blocks of best-in-class sales enablement programs are essential starting points for Q4 and 2020 planning.
Brokers are successfully building relationships with small businesses, but they shouldn’t get too comfortable… For individuals buying and managing employer-sponsored benefits at small businesses, the support a broker provides is vital. In most cases, it is even more important than the carrier providing benefits coverage. We surveyed 205 small business owners and HR professionals and found that benefits decision-makers tend […]
As the technology industry landscape continues to shift towards XaaS recurring revenue models, the role of the channel is changing dramatically and forcing a new model for the vendor-partner relationship. While there are clear financial benefits of the recurring revenue transition, the underlying driver is the dramatic increase in customer control over the buying process. […]
Today’s companies are investing millions in marketing and customer analytics to seek out a competitive edge. But realizing ROI on that investment requires behavior change in your sales channels. We’ve seen three common barriers that impede successful…
As tech competition heats up, those that innovate and work faster, better or cheaper, may win, yet while they focus on reinventing or optimizing what they bring to market, businesses that focus on how to position their solutions might be more successful in attracting buyers. In our latest whitepaper, we highlight seven principles of how […]
Our nine requirement guide for financial services companies to build effective and scalable cross-selling programs.