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…

What Exactly is Digital Sales Transformation?

As of 2020, “digital transformation” is a hot topic in corporate America.  But “digital transformation” of a salesforce – actual people – is almost an oxymoron. Yes, we can provide sales reps with more software tools but essentially, they are still managing human-to-human interactions to communicate, educate and sell products. Here are the 5 Pillars of Digital Sales Transformation (DST).

Conducting a Data Audit to Prepare for Digital Sales Transformation

A foundational data understanding can ultimately make or break your transition to systematic sales decision making. Here are 9 actionable tasks to help you prepare for digital sales transformation.

Building an Agile Sales Enablement Program Roadmap

Top performing sales enablement programs drive deeper seller resonance and program innovation at a market segment or role level to ensure actionability. Our core building blocks of best-in-class sales enablement programs are essential starting points for Q4 and 2020 planning.

Beyond Benefits: Enabling Brokers To Unlock Their Full Potential

Brokers are successfully building relationships with small businesses, but they shouldn’t get too comfortable…   For individuals buying and managing employer-sponsored benefits at small businesses, the support a broker provides is vital. In most cases, it is even more important than the carrier providing benefits coverage. We surveyed 205 small business owners and HR professionals and found that benefits decision-makers tend […]

Key Strategies To Win Over SMB Benefit Buyers

Employees today are demanding more and more out of their benefits package. MarketBridge conducted a multi-faceted research study on workplace benefits with business owners, HR buyers and employees. In surveying over 300+ SMB employers and employees…

Leveraging Channel Partners as Your Frontline to Sales Agility

As the technology industry landscape continues to shift towards XaaS recurring revenue models, the role of the channel is changing dramatically and forcing a new model for the vendor-partner relationship. While there are clear financial benefits of the recurring revenue transition, the underlying driver is the dramatic increase in customer control over the buying process. […]

Overcoming 3 Barriers to Create a Data-Driven Sales Culture​

Today’s companies are investing millions in marketing and customer analytics to seek out a competitive edge. But realizing ROI on that investment requires behavior change in your sales channels. We’ve seen three common barriers that impede successful…