Joe Matar

🎯 Want to win your next strategic bid before the RFP even drops? Capture management is the secret weapon behind the smartest bids in the game, and it’s often what separates the winners from the runners-up. In our newest blog post, we dive into the best practices behind a winning capture strategy, including: 📌 How to influence the customer long before procurement begins 📌 What it takes to craft a tailored, data-backed win strategy 📌 Why competitor insight, relationship-building, and timing matter more than ever 📌 How to break down internal silos and work smarter across teams Whether you're in sales, proposal management, or executive leadership, if you're bidding for large contracts, this is a must-read. 📖 Start building your capture advantage now. 🔗https://lnkd.in/dwn3EJka

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The latest edition of The Current Insurance Report is here—your quarterly guide to benefits, compliance, and cost-control strategies. Inside, you’ll find: ✔ ACA affordability updates for 2026 ✔ HIPAA privacy rule changes ✔ Paid leave compliance tips ✔ Strategies for open enrollment success Spotlight Article: “Proactive planning is the key to avoiding renewal surprises.” — Brian Feeley, Chief Marketing Officer Brian shares how data analytics, plan marketing, and carrier negotiations can help employers take control of renewals and avoid last-minute shocks. 📥 Get the full report here: https://lnkd.in/dT5QD2CD #EmployeeBenefits #Compliance #HRLeadership #TheCurrent

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Fantastic, practical, battle-tested advice on #PursuitMarketing and #ABM by one of the best in the business. I had the luck and privilege of working with Dorothea and watched her build our function from my first hire (herself) to a world-class "small army" of about 25 ABMers who helped us win plenty of business (and awards) at DXC. We’re doing it again at Inovalon using the same principles, albeit with a slightly smaller team. If you have plans to grow ABM or Pursuit Marketing, my only advice is: talk to Dorothea Gosling! https://lnkd.in/e_JpEaCS

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“The Partner Ecosystem Is Broken - And Everyone Knows It.” Every vendor wants partner-sourced pipeline.  Every partner program brags about ecosystem reach.  Every portal is full of content.  Yet… Only a small handful of partners ever generate revenue.  Most never activate.  MDF sits unclaimed.  Programs collapse under their own complexity.  Playbooks are unread.  Partners drown in 20+ competing vendors.  Ecosystems stall.  This isn’t a skills issue.  It isn’t a motivation issue.  It isn’t a “train them more” issue.  It’s a structural issue. Partners don’t need more information.  They need Activation - guided, signal-driven, execution-layer support that removes friction and makes next steps obvious. Today, we’re introducing a new category: Partner Activation.  Not enablement.  Not training.  Not portals.  Activation. The system that turns dormant partners into active revenue engines. 👉 Over the next 4 posts, I’ll walk through the full Activation model AND release our hero asset - “The Activation Advantage” - the definitive white paper on how modern ecosystems actually grow. The era of passive enablement is over.  The era of Activation is here. #PartnerActivation #ChannelSales #EcosystemGrowth #GoToMarket #B2BSaaS #RevOps #SalesActivator #PartnerActivation #EcosystemLedGrowth #PartnerEcosystem #ActivationAdvantage

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You can’t “tech-buy” your way out of sh*tty process. Buckle up. I was on a call recently with a prospect who thought they had a deliverability problem. Their open rates were down, engagement was low, and the first instinct was to assume they needed more martech or to “optimize” their existing tech stack. Shocker: they didn’t have a deliverability issue. They had a journey issue. Here’s the thing, when you don’t have a clear plan for how you want prospects to experience your brand, every shiny new tool becomes a band-aid. You end up patching symptoms instead of solving the root cause. Because technology doesn’t create clarity. Process does. If your journeys, workflows, and messaging aren’t mapped to a real customer experience strategy, your martech will only amplify the chaos. Here’s what actually works: ✅ Map the journey before you automate it. What should your buyer experience feel like from first touch to conversion? ✅ Align your team on the “why” behind every stage. (Marketing, Sales, Ops - everyone.) ✅ Solve for the real human problems your audience faces. What are they trying to achieve, avoid, or fix? ✅ THEN - and only then - look at how technology can enhance that experience, not replace it. This part takes actual human work. You can’t outsource strategy to AI or “just automate it later.” Technology is the amplifier, not the architect. So before you start your next “martech optimization” project, ask yourself: Do we have a deliverability problem . . . or a journey problem? Stay tuned for an update on this one as there will be a Part 2! Curious - have you seen this happen in your org or with clients? Did I miss anything in this take? Let me know what you think below.

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Sal+99@example.com 👈🏼👈🏼👈🏼 PRO TIP for those testing (like, really testing) signup flows and email messaging… If you put a “+” and a number after your email address, the system sees it as a new email address but any emails sent to it actually come to your regular email address. 🤯 When I worked in product development, I would use this trick all. the. time. It’s a helpful way to create different user accounts where any email comms and password resets come directly to you just like they would an actual user. Bonus - it’s a great way to filter your email signups. For instance I use +999 for spam signups and +133 for newsletters that I really want to pay attention to. Then just create rules where if those email addresses are in the to: field, they go to a specific folder. Try it out.

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Reason No. 5 why ABM campaigns fail: lack of personalized content. Unfortunately, the majority of B2B content I see everyday comes in the “one-size-fits-all” category. But personalization by major persona is not rocket science. You just need to figure in the answers to the top questions that each major customer profile has about a specific solution. So for example: IT managers (implementation owners): “How will this work in our environment?” (Practical fit: install base compatibility, integration effort, operational impact.) Senior IT leadership (CIO/VP IT – strategic owners): “When is the right time to invest, and how does this align to priorities and risk?” (Strategic fit: purchase timing, risk, standardization, roadmap alignment, forecasting.) Business line leaders (value owners): “Where will this create the biggest business impact?” (Outcome fit: measurable business impact, efficiency, growth, client experience.) Add this information in sidebars or charts, or create three versions optimized for persona. Either way, put it into a strategy and make personalization a reality for the content you create for your next ABM campaign. For more tips on getting the most out of your ABM program read more below. #ABM #B2BContentMarketing #ABMcontent

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We run regular ISA conversation audits that turn every call and message into a learning opportunity. By reviewing transcripts for tone, objection handling, and qualification prompts—and pairing insights with CRM data—we sharpen conversations, boost conversion efficiency, and protect your brand reputation. For brokerages across the U.S. and Canada, these audits aren’t just quality control; they’re a credibility-building proof point of our human-centered approach. Learn how we make every interaction smarter: https://wix.to/sE4irUS #RealEstate #LeadConversion #ClientExperience

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