Drive deeper seller resonance for greater sales and channel efficiency, reduced sales cycles and increased bottom-line performance.

Be Bold and Innovate Your 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 points in some instances — which has affected direct and indirect sellers alike.  For Sales Enablement teams, this presents an immediate challenge and […]

Two Core Go-to-Market Principles to Future Proof Growth Post-Disruption

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 increasingly clear that for the foreseeable future there will be no obvious demarcation line…

Are Geographic Sales Territories Dying?

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 of the sales profession has been based on geography.  Whether […]

Reboot Sales Territories: Rethinking Geographic Territory-Based Sales Models

Is it the beginning of the end of the traditional territory-based sales model? The prominent geographic driven sales segmentation is fading. Join us on Thursday, June 25th at 3:00 PM ET for a 30-minute webinar covering how to optimize sales models in this new reality and how to apply data-driven sales motions for faster sales cycles and greater ROI.

Reboot Customer Cross-Sell: How to Capitalize on High Yield Opportunities Now

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. It’s a no brainer for organizations like these to focus on existing customers – today’s installed customer base drives at least 80% of tomorrow’s revenues. Join us on Thursday, May 28th at 3:00 PM ET as we cover the specific datapoints needed to predict a buyer’s growth potential AND how to drive scalable cross-sell programs for your front-line teams.

Reboot Your Buyer Experience: Aligning to Your Customers’ New Journey

Recent disruptions in buying behavior, including the temporary elimination of in-person sales calls and dramatic spike in online engagement, will likely have lasting effects on how commerce is conducted across the globe. As the markets re-emerge, go-to-market strategies must be altered to ensure you are delivering your most compelling message at the right time to the right buyer through the right channel. To help you deliver exceptional buying experiences in this new reality, we’ll share how to map your new buyer journeys and use customer analytics to activate new, required selling motions. Watch the on-demand webinar covering five core steps to buyer journey mapping for greater ROI, faster sales cycles, and overall better customer experience.

Webinar: Multi-touch Attribution & Measuring Your Marketing Halo

Watch the on-demand, 30-minute recorded webinar, “Multi-touch Attribution and Measuring Your Marketing Halo,” as MarketBridge analytics leaders Andy Hasselwander and Brice Chaney synthesize 20+ years of multi-channel attribution experience. Get best practices on integrating direct response measurement and econometric modeling to understand which channels drive demand—even for long-sales cycles and complex products and services.

Go-to-Market 2025 Forecast: Two Disciplines to Separate Winners from Also-Rans in Next 5 Years

Driven by digital transformation, the 2020s will be known for massive behavioral change in both buyers and sellers. This is already apparent across every industry where venture-backed digital disruptors are growing rapidly – they are driving go-to-market and customer behavior change. Yet, many disruptors have not quite reached the “tipping point” of noticeable market share and profitability. Trust me, they will in the next 24-36 months…

Designing a Best of Breed Partner Program

As solution-markets continue to quickly innovate, partners are emerging as the front line against the changing marketplace. With over 25+ years executing best-in-class partner/channel programs, we know a well-designed partner program can set the stage for success…

Blending Art and Science to Optimize Sales Enablement Content

The corner-stone of sales enablement is empowering sales resources with the right message in the right format for the right buying scenario. With over 25+ years executing best-in-class sales engagement programs, we know how to optimize the impact of sales enablement content…