5 Essential Signals Across the Customer Lifecycle That Every Company Needs (Part 1)

Predictive customer analytics are becoming a must-have for every enterprise sales and marketing organization. Using “big data” to target the right prospects, with the right message, at the right time and place is critical for success. But too often companies settle for a convenient “point solution,” such as lead scoring, that fails to extend predictive […]

Uncovering Your Hidden Revenue Opportunities

If you are a sales or marketing leader, you likely have two feelings right now… First, you probably feel pretty confident in the opportunity and revenues that are visible to you. Whether it is expected yield from existing campaigns or current forecasted pipelines, there have never been more tools, processes, or information on the opportunities […]

How to Leverage Personalized Content to Win the Deal: Part 5

In part 5 of the Digitally Enabled Sales Rep series, we’re discussing what has become the new currency in sales: content. Buyers are using content to support their decision making and to understand their options. In fact, 67% of the buying journey is complete before engaging with sales. Sales reps who can get ahead of […]

4 Must-Have Marketing Automation Features for Massive ROI

Marketers are reaping the benefits of scaling marketing automation to their businesses. What’s not to love about a class of technology that can automate and measure your program’s success for you in real-time? For those rookies who have not tapped into the benefits of marketing automation, you could be striking out of increasing your organization’s […]

Why Most Lead Scoring Systems Fail to Accelerate Sales: Part 4

Continuing with our Digitally Enabled Sales Rep series, today we’re discussing predictive analytics and lead scoring. Today’s seller is able to target and reach out to far more prospects than ever in the past. Tools like LinkedIn have created the ability to dig into any account to identify and reach out to almost all potential […]