Content Personalization: 4 Things Every Marketer Needs to Know (Part 4)

The explosion of interest in predictive analytics in B2B sales and marketing is long overdue. Making up for lost time, the topic is quickly evolving from a narrow focus on targeting – exemplified by the profusion of companies specializing in lead scoring – to a more expansive view of analytics that includes content personalization. Simply […]

3 Essential Things You Need to Know About B2B Predictive Lead Scoring (Part 3)

Over the last few years there has been a significant rise in the number of B2B sales and marketing organizations moving from traditional MAP and point-based lead scoring to predictive lead scoring. Many of these early adopters are now two or more years into using predictive lead scoring, and a number of common challenges and […]

Recognize When Your Customers are Ready to Buy, Long Before They Ever Tell You (Part 2)

Customer buying or “intent” signals have been around for a long time. With an abundance of online information available to potential buyers, it has become seemingly harder for sellers to know when a buyer is interested in their product – and often they find out too late. Fortunately potential buyers leave behind a number of […]

#CEBSummit Takeaways: Insights on B2B Buying & Ways Sales and Marketing Must Adapt

At the end of October our team attended the CEB Sales & Marketing Summit in Las Vegas. Over 1,200 sales and marketing leaders convened for, what we believe to be, the most valuable B2B sales and marketing event of the year. (If you are in this space, you need to get to this conference.) The […]