There’s a long history of reliance on modeling to provide revenue guidance in finance — it essentially predicts corporate performance based on myriad factors. In the sales and marketing world, the parallel concept is lead scoring. However, experience shows that current lead scoring efforts leave much to be desired, as…

We live in an era of extreme marketplace noise. Brands have flooded acquisition channels with “sales” copy, making claims about their product features and potential returns. It’s become too easy for buyers to tune it all out.

On the surface, it seems obvious: B2B sales will keep moving into the digital landscape. While the digital realm presents significant opportunities, there’s also more pressure to capitalize on them. As sales teams are unable to "press the flesh" in person, they're more reliant on marketing teams to provide data on prospective customers. B2B leaders…