3 Reasons Customer Retention is Much More Than a Loyalty Program
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 …
Read MoreHow to Personalize Your Sales Outreach Using Data
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 …
Read MoreDear Customer, I Know EXACTLY What You Want (Part 5)
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 …
Read MoreContent Personalization: 4 Things Every Marketer Needs to Know (Part 4)
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 …
Read More3 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 …
Read MoreRecognize When Your Customers are Ready to Buy, Long Before They Ever Tell You (Part 2)
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 …
Read More#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 …
Read More5 Essential Signals Across the Customer Lifecycle That Every Company Needs (Part 1)
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 …
Read MoreUncovering Your Hidden Revenue Opportunities
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 …
Read MoreEssential guide to predictive lead scoring
B2B marketers focus heavily on lead generation leaving their sales teams drowning in a sea of unqualified leads. As a result, the ability to prioritize leads and prospects has become more critical due to the attention and spend required to convert these leads into closed …
Read MoreSales Teams Must Adapt to the New Customer Buying Journey
Customers have clearly changed how they conduct their buying process. Their expectations have changed as it relates to their process of evaluating product or service options, self-educating, participating in decision making groups, and ultimately deciding on and making a purchase. Customers now spend significantly more …
Read More9 Tips for Lead Follow Up
Leads are an integral part of any marketing and sales strategy. This issue is that it’s difficult for marketers to know which leads will convert successfully into customers. Sometimes “quality” leads can fizzle out and “suspect” leads can turn into big business.” The best practices …
Read More8 Steps to Nurturing Your Leads into Butterflies
Most organizations are engaged in some type of lead nurturing, but are you doing it right? At it’s best, lead nurturing is just that—nurturing. An enhanced nurturing program gives you the data and expertise to nourish your leads with the content they need, when they …
Read More10 Ways to Improve Your Web Analytics
Marketing Accountability continues to be a hot topic, particularly in B2B circles. Although Sales & Marketing professionals have talked about the importance of data and measurement for almost twenty years, we continue to see striking oversights in basic implementation, especially as it pertains to websites. …
Read MoreThe ultimate guide to the new buyer’s journey
At MarketBridge we have the privilege of working with hundreds of marketing and sales leaders every month. In those discussions one thing is abundantly clear: the customer buying journey is rapidly changing and organizations are struggling to keep up. These dramatic shifts in buying behavior …
Read MoreHow to leverage predictive analytics in B2B organizations
Do you feel like you could be getting more out of your data? Do you want to use your data to inform business decisions instead of just reporting on activities? In this whitepaper we’ll review a real world example to show how to use predictive …
Read MoreTransform Leads into Customers with Next Generation Lead Nurturing
Leads are the lifeblood of every B2B organization. They’re how we grow and thrive. But too many marketers and sales organizations are finding themselves drowning in a sea of unqualified leads, frustrated at the lack of conversion despite several marketing investments. The problem is, most …
Read MoreUnderstanding 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 …
Read MoreHow to Leverage Personalized Content to Win the Deal: Part 5
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 …
Read More4 Must-Have Marketing Automation Features for Massive ROI
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 …
Read MoreWhy Most Lead Scoring Systems Fail to Accelerate Sales: Part 4
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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