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Industry experts predict that successful businesses will soon become 100% digital for all transactions. Sales teams that leverage digital technology close more deals faster, improve the customer experience, and gain clear competitive advantages. Sales professionals are most effective when they’re eq...


What Is Lead Scoring? Lead scoring is an objective ranking of one sales lead against another. This not only helps align the right follow-up to the corresponding inquiry, it also helps marketing and sales professionals identify where each prospect is in the buying process. The process of defining lea...


SaaS represents an opportunity for ISVs to fundamentally transform their business to deliver greater value to customers, sell software to a broader range of customers, and streamline their internal operations. The market for software is quickly changing to demand this mode of delivery, as software b...


Revenue focused executives have four metrics that determine their success or failure. * Number of opportunities – What is the volume of deals that sales is working with? * Size of opportunities – What is the average deal size or total Average Contract Value (ACV)? * Win rate on opportunitie...


In The State of Engagement, Marketo partnered with Illuminas, a third-party independent research firm, to survey 1,100+ marketers in the United States, United Kingdom, Germany, and France and 1000+ consumers in the U.S. and U.K. to explore: • Marketer and consumer attitudes toward engagement and th...


Starting a business can be hard. Growing your business can be even harder. Whether it’s poor customer data, manual and broken processes, minimal operations visibility to make decisions, building a winning team, or keeping up with changing regulations, there is always something getting in the way of ...


What this guide will do for you. What sales and marketing gaps are you defending? How are they impacting your ability to hit your numbers? We'll examine five massive gaps that could be costing you time, customers, top-line growth, and profit. And we'll show you how to transform your business by clos...