Articles by Jason Robinson


6 Key Sales and Marketing Trends of Q1 2017

Lessons Drawn from 100s of Executive Conversations…   Every business quarter, MarketBridge has the privilege of speaking with hundreds of B2B sales and marketing leaders. Based on these conversations, we noticed six sales and marketing trends...

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3 Sales Strategy Secrets Revealed at #CEBSummit

Our team just got back from a long, informative week at last week’s CEB Sales and Marketing Summit in Las Vegas. Each year we leave with hugely valuable insights on how the customer is changing and...

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Secret Sauce to Growth in B2B Communications – Intent Data

Communications businesses are leading the charge in the B2C consumer space. Understanding consumer needs and the buyer journey is no new news to leaders in this space… But from the B2B side of the business, resonating...

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Cross-Selling: A Gold-Mine for Incremental Revenue

We work with multiple clients and over and over have come to understand the importance in cross-selling and how it impacts bottom line. The facts are simple – from advertising, educating prospects and all the steps needed...

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Blow the Doors Off of Inside Sales Performance in 2016

Inside sales is becoming a preferred channel for organizations to drive sales conversations and pipeline growth. It offers major efficiencies over traditional direct sales models, including the ability to specialize sales reps on certain activities and...

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Killing Reps Softly with Customer Data and Marketing Content

As sales leaders, we spend a lot of our time trying to figure out how to make our sales teams more productive. Selling into the sales and marketing technology space, MarketBridge sees many of our clients...

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Wrestle Back Control in the Age of the Customer

As organizations continue to look for an edge, increasingly they are looking at the customer buyer journey to figure out how they can better anticipate and manage this journey. Given the shifts in how customers make...

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5 Tips to Arm Sellers in Today’s Digital Environment

B2B Customers have clearly changed how they buy. Their expectations have changed around the buying process in terms of evaluating product or service options, self-educating, and ultimately deciding on and making a purchase. Customers now spend...

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Marketing Technology Trends for 2016

I came across a great article from Rohit Roy and the MarTech team today that looked at recent results from a survey completed by Spear Marketing Group in September 2015. The survey focused on shifts in importance...

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#CEBSummit Takeaways: Insights on B2B Buying & Ways Sales and Marketing Must Adapt

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...

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Uncovering 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...

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Understanding and Mapping the Consensus Buying Environment: Part 6

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,...

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How 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...

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Why 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...

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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...

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3 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...

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Sales 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...

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Digital Sales: Adapt or Die

Digital Sales: What Does it Mean? How much time does your company invest landing a single sale? Traditional sales — the phone calls, meetings, and lunches of the past — have taken a back seat to...

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Two Questions Every Executive is Asking This Morning….

I used to run sales training sessions for direct B2B-focused sales teams.  A portion of the session always focused on great questions sales people should ask their prospects. However, when you run a working session and...

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Hey B2B Marketers; Sales Doesn’t Care About Conversion Rates

I was recently at a lunch forum with over 20 sales and marketing executives from a variety of industries and the topic of connecting marketing and sales came up. So did the interest level. The lunch...

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B2B Buyers are Changing How They Buy; Are You Changing How You Sell?

B2B 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...

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What Is the New Buyer’s Journey?

The Ultimate Guide to the New Buyer’s Journey – Part 1: What is the New Buyer’s Journey? We’ve all seen the stats from Gartner and Forrester by 2020, more than 80% of the buying process will...

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The New Sales Coverage Model – Using Digital & Data to Drive Productivity

In an earlier blog post I discussed an emerging trend we are seeing when we engage with sales and marketing leaders to discuss how their businesses are changing in order to align to new customer buying...

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