Reduce Sales Rep Research to Boost Pipeline: Part 3
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 …
Read MoreIt’s Not Me, It’s You. Three Fundamentals to Cultivating Customer Loyalty
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 …
Read More3 Technologies Every Modern Sales Rep Needs: Part 2
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. …
Read MoreHas your Pipeline Caught up with the Transformation to the Cloud? Part 2
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 …
Read MoreSales Acceleration Tips to Increase Pipeline and Productivity: Part 1
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 …
Read MoreDemand Generation and Lead Generation: Not the Same!
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 …
Read MoreHas Your Pipeline Caught Up With The Transformation To The Cloud?
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 …
Read MoreHow to do Account Based Marketing: A #FlipMyFunnel Conference Review
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 …
Read MoreLet’s Get Personal: How To Tailor Your Lead Nurturing Strategy
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 …
Read MoreAre You Minding The #DigitalGap? How to Align Marketing And Sales to the Buyer’s Journey
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 …
Read More3 Crucial Components of Successful Demand Generation
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 …
Read MoreDell & Marketbridge Take Home Two Silver Stevie® Awards at the 2015 American Business Awards
Dell and MarketBridge are pleased to announce they were awarded two Silver Stevie® Awards at The 13th Annual American Business Awards in Chicago.
Read More7 Critical Elements For a Winning Content Marketing Strategy
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 …
Read MoreHow to Remove “No Budget” As a Block to Superior Marketing Performance
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.” …
Read MoreHow 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 …
Read MoreEarn Your Seat in the C-Suite: 6 Steps to Actionable Marketing Reporting – Part 2
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 …
Read MoreWhat is Loyalty? A Feeling, Expressing Strong Support for Someone or Something
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 …
Read MoreWant Loyal Customers? Humanize Your Digital Marketing Programs
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 …
Read More3 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 …
Read MoreEarn 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 …
Read More5 Analyses to Take Your Content Performance to the Next Level
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 …
Read More“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 …
Read MoreStrategies to Engage the SMB Segment
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 …
Read MoreThe Do’s and Don’ts of B2B Selling
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? …
Read MoreWhy Your Loyalty Program is Missing the Mark, and How to Change That
Loyal customers are the Holy Grail for any business. That’s why marketers, account executives, sales representatives and customer support teams all have a shared goal of positive interactions that increase loyalty. One of the best customer retention strategies your business can adopt is a loyalty …
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