Insights

Sales Enablement

For sales enablement teams, the disruption from COVID-19 has presented an urgent mandate. Watch our on-demand webinar on the sales enablement outlook as 3 priorities to drive sales effectiveness in 2021 and beyond are highlighted.

Market Insights

Although COVID-19 has ushered in a new emphasis on the adoption of technologies, consumers have not displayed a significant increase in the desire to migrate fully to digital banking. Download our “Consumers Perceptions in Banking” report for six major statistical findings​ around banking options, services, …

Market Insights

As digital transformation continues to reshape many industries, the auto insurance industry faces unprecedented disruption from Fintech contenders. Download our “Consumers Perceptions in Auto Insurance” report for five major findings​ around auto insurance options, services, and solutions.

2020 brought a wave of massive change to how carriers, brokers, employers, and employees sell, consider, and buy various benefits. Access our on-demand webinar for lessons from open enrollment, including four core strategies for 2021 growth.

Digital Sales, Market Insights, Sales Enablement

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.

Market Insights

This blog is based on an interview conducted by Bill Hortz, Founder of the Institute for Innovation Development with Steven Lewis, SVP at MarketBridge. In any important endeavor, the proverbial rubber hits the road in its attempted execution. While “execution” per the dictionary has a primary …

Market Insights

Fintech disruptors – like Betterment, Wealthfront, Robinhood, and others – are revolutionizing the industry, leading with digital-first offerings. Download our “Consumers Perceptions in Investment Management” report for six major statistical findings​ around investment management options, services, and solutions.

Content Marketing, Digital Sales, Go-to-Market Operations, Lead Generation and Nurturing

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 …

Market Insights

This blog is based on an interview conducted by Bill Hortz, Founder of the Institute for Innovation Development with Steven Lewis, SVP at MarketBridge Fintech entrants are creating financial services industry disruption by changing the customer value equation and causing a major impact on consumers’ …

Customer Experience, Go-to-Market Strategy

Fintech entrants are changing the customer value equation and causing a major impact on consumers’ behavior. Access our on-demand webinar to learn how to capitalize on 4 incumbent advantages and activate a competitive response to fintech disruption.

Market Insights

Shifting demographics, consumer preferences, and expectations are massively disrupting the once predictable financial services industry. Access the guide, “FinTech Disruption Go-to-Market Toolkit,” for immediate go-to-market strategies against disruption.

Customer Experience

The history of fintech (financial technologies) may be rightfully traced to 1915 with the advent of wire funds transfer via telegraph and Morse code. The ensuing confluence of technology, digitization, and globalization throughout the twentieth century revolutionized all aspects of global financial systems…

Sales Enablement

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 …

Uncategorized

(Part II of the Hammer and the Dance Series)   I started writing this post as a sequel to the “Hammer and the Dance” post about health care. This one is focused on retail. As soon as I started writing it, the scope expanded significantly. I’ve been doing …

Uncategorized

The most pronounced issue this pandemic has brought front and center for revenue leaders is the imperative to operate in ever smaller ‘windows of certainty’. While this is undoubtedly true in the midst of disruption, it will also be true post-disruption. In fact, it is …

Market Insights

Early on in the pandemic, an influential article—The Hammer and the Dance—was published in The Medium attempting to predict the course of society’s response to COVID-19. Whether you agreed with the data science, it was an interesting thought piece that most definitely affected policy. It …

Go-to-Market Operations, Sales Enablement

Market leaders have changed how they go to market during this disruption, focusing on how to accelerate sales initiatives in a more agile and customer-centric way. Watch the 30-minute on-demand webinar as we share how to reboot sales enablement to reach optimal sales productivity.

Channel Partner Enablement

In 2019, Forrester stated that the indirect channel was transformed more in the previous 18 months than the almost 40 years preceding – combined.  And according to a recent Accenture survey of channel professionals, 76% think the channel will be unrecognizable in the next 5 …

Sales Coverage

As the COVID impact increases remote working, virtual conference calls, and online purchasing, sales leaders need to be asking a simple question: Should we actually eliminate geographic territories? The simple answer is “No, but…..”.  We all must recognize that for >100 years the entire DNA …

Customer Experience, Customer Retention

We are living through an era of ‘what’s old is new’ as it relates to retention. While executives have always understood the value of keeping loyal customers, massive market transformations have raised the stakes and forced what often was a behind the scenes ‘autopilot’ type …

Digital Sales, Go-to-Market Operations, Sales Coverage

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.

Customer Experience, Customer Retention

Leaders must rigorously measure and track customer experience to predict which customers will defect. Watch the on-demand webinar as we cover how to reboot your customer retention with the specific data points needed to predict at-risk buyers.

Cross-Selling, Go-to-Market Strategy

As companies bounce back from lockdowns, sales and customer experience teams need to focus their resources on high yield revenue opportunities for an aggressive restart. Watch our on-demand webinar as we cover how to reboot customer cross-sell including the data points needed to predict buyer …

Marketing Analytics

The essential ways we live and work have changed virtually overnight. As a result, companies are monitoring and assessing what consumers are doing at heightened new levels. Here is how integrating big data and small data insights lead to top-line growth…

Buyer Journeys, Market Insights

How is your company preparing for the coming cookie-pocalypse? The end of third-party cookies will fundamentally change digital marketing strategies across industries and have major implications for delivering a great customer experience…