FOUNDATIONAL FRAMEWORK

Overcoming 3 Common 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. Are you missing that piece?

With over 25+ years executing best-in-class sales engagement programs, we know the core elements for optimal data-driven sales. We’ve seen three common barriers that impede successful adoption of data-driven insights by your sales channels:

Lost in Translation

The information transfer between the analytic signal and the sales team is broken or confusing
Actionability Deficit

Sales lacks the persona-specific messaging and content by buyer journey stage to execute effectively
Motion-Play Disconnect

The insights are either not linked to daily sales motions that reps (direct or indirect) follow or are not integrated effectively into sales processes

Download the framework for 10 go-do’s to break through these adoption barriers and drive revenue growth.

A Select Framework from Our EVERGREEN GROWTH ENGINE

Translating strategy to execution has never been more challenging for senior sales and marketing leaders. The MarketBridge Evergreen Growth Engine guides commercial leaders through this dynamic journey.
To get you started, we have pulled together succinct frameworks, each focused on one of the eight elements of our Evergreen Growth Engine. Each framework is the culmination of 25+ years of experience driving commercial success within the Fortune 1000.

DOWNLOAD THE FRAMEWORK

Recent articles

Six Go-to-Market Themes for 2021 Success

February 19, 2021

With 2021 underway, and the world appearing to be transitioning from the pandemic, we took a look at how certain market trends are crystallizing going forward. We identified 6 key market trends and themes for revenue leaders to understand and react to...

Digital Advertising 2020: A Lot More Quality Digital Eyeballs

November 3, 2020

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 between total impressions, e-commerce sales, click-through rates, and prices—but marketers across many categories know that digital marketing is killing it right now...

Levers for Disruption: How Incumbents Can Compete Against Fintech

September 1, 2020

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...

Be Bold and Innovate Your Sales Enablement

August 21, 2020

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 frankly a mad scramble to upskill 1,000s of sellers on digital selling capabilities...

The COVID-19 Catalyst: Brick-and-Mortar Retail’s Future

August 14, 2020

(Part II of the Hammer and the Dance Series) I started…

Partners in Peril: 5 Strategies for Channel Adaptation

June 26, 2020

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 years. We have identified 5 key actions channel leaders must consider now to ensure the health and success of their partner ecosystems in the coming years...

Are Geographic Sales Territories Dying?

June 18, 2020

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 business-to-business selling, wholesale distribution...

Executing Customer Retention in Times of Disruption

June 17, 2020

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 of effort to a critical front and center strategy. Retention efforts without customer data and insights fly blind, and the best data and insights are useless if not linked to prescriptive retention execution plays...

How to Navigate Sharp Changes in Consumer Behavior Using Data - Big and Small

May 5, 2020

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...

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FOUNDATIONAL FRAMEWORK

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

Lost in Translation

Actionability Deficit

Motion-Play Disconnect

Download the framework for 10 go-do’s to break through these adoption barriers and drive revenue growth.

A Select Framework from Our EVERGREEN GROWTH ENGINE

DOWNLOAD THE FRAMEWORK

Recent articles

Six Go-to-Market Themes for 2021 Success

Digital Advertising 2020: A Lot More Quality Digital Eyeballs

Levers for Disruption: How Incumbents Can Compete Against Fintech

Be Bold and Innovate Your Sales Enablement

The COVID-19 Catalyst: Brick-and-Mortar Retail’s Future

Partners in Peril: 5 Strategies for Channel Adaptation

Are Geographic Sales Territories Dying?

Executing Customer Retention in Times of Disruption

How to Navigate Sharp Changes in Consumer Behavior Using Data - Big and Small

We Can Help Breakthrough

Subscribe to Our Newsletter

Read Our Latest Content

Who We Are

Who We Serve

Insights & Expertise

FOUNDATIONAL FRAMEWORK

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

Lost in Translation

Actionability Deficit

Motion-Play Disconnect

Download the framework for 10 go-do’s to break through these adoption barriers and drive revenue growth.

A Select Framework from Our EVERGREEN GROWTH ENGINE

DOWNLOAD THE FRAMEWORK

Recent articles

We Can Help Breakthrough

Subscribe to Our Newsletter

Read Our Latest Content

Who We Are

Who We Serve

Insights & Expertise

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