Speed has become the competitive edge in modern B2B selling. Deals don�t always go to the best product�they go to the company that engages at the right moment. Research from Gong, Salesforce, and Forrester repeatedly shows the same pattern: when sales teams time their outreach to coincide with buyer engagement, conversion rates rise dramatically.
Until MARC, that kind of precision timing simply wasn�t possible in direct mail. Teams could send a high-value physical asset, but they had no visibility into when it was opened, whether it was watched, or when momentum inside the account spiked. Outreach became guesswork.
MARC introduces real-time alerts that transform how direct mail interacts with sales timing. Instead of waiting blindly for buyers to respond, sales teams can reach out at the exact moment interest appears�during the very minutes when buyers are most engaged.
This flagship article breaks down the science behind timing, how MARC alerts align with natural buying behaviors, and why timing-sensitive outreach driven by MARC consistently accelerates deals.
In competitive markets, the window for meaningful engagement is narrow. Buyers research independently. They respond sporadically. They evaluate vendors asynchronously. In this environment, timing becomes a science rooted in behavioral cues rather than arbitrary quotas.
Digital channels offer some visibility�email opens, ad clicks, website visits�but these signals are fragmented and often unreliable. Direct mail historically offered none.
MARC closes that gap by revealing when buyers are active in real time�not days or weeks later.
Before MARC analytics, sales teams were left to guess at timing. They relied on:
This created costly inefficiency:
Without timing signals, even well-designed direct mail campaigns underperformed.
MARC introduces real-time engagement alerts that notify sales teams when:
These alerts transform direct mail from a static tactic into a dynamic sales-driver.
MARC alerts are powerful because they align with how buyers think and act. Engagement spikes reflect genuine cognitive focus, not passive interactions.
Three behavioral science principles explain why MARC timing works:
When someone opens a MARC brochure, they are in a state of heightened attention. Their mental context is aligned with your message. Reaching out during this window increases connection and relevance.
Buyers are more receptive when your story is fresh. Outreach immediately after a replay or a second-day session leverages this freshness.
When engagement spreads across viewers, it often precedes internal discussions. Reaching out during this cascade allows sales to join the conversation at its moment of formation.
Sales reps receive an alert the moment the brochure is opened. The best teams send:
Response rates increase dramatically when outreach happens during or shortly after the viewing experience.
When a buyer hits engagement thresholds like:
SDRs reach out with context:
�I noticed your team spent time exploring the ROI section�happy to walk through the numbers specific to your organization.�
This message connects because it matches real behavior.
When multi-viewer signals appear, AEs coordinate outreach to:
Momentum inside the account is matched with momentum from the sales team.
Pre-meeting engagement spikes show where interest or uncertainty lies. AEs adjust demos accordingly:
This creates a tailored experience driven by empirical data.
Across MARC customers, timing-aware outreach consistently improves:
One notable pattern: deals with early MARC engagement often move through the funnel faster because buyers enter conversations informed and aligned.
Alerts become even more powerful when automated inside:
RevOps teams build workflows such as:
This creates operational rigor�timing becomes systematic, not improvisational.
We�ll show you how MARC alerts align outreach with buyer behavior and accelerate deal cycles across your ABM and enterprise pipeline.