Until recently, a sales person’s toolkit included email, phone, maybe even some type of screen share technology. Meanwhile, marketing technology outpaced sales years ago: Since the early 2000s, marketing professionals have enjoyed things like website optimization tools, A/B testing, detailed performance statistics, and advanced lead scoring products. But thanks to technology slowly moving to the cloud, many more sales teams can more easily track and analyze the data in their phone and email systems — and make more informed decisions.

  If you work in marketing at an enterprise company, you know how enormous your customer database is. It could easily contain half a million to several million leads. And the size of the database is constantly growing. Research by SiriusDecisions revealed that the volume of information in the average B2B customer database doubles every 12 …

“Most of us spend too much time on what is urgent and not enough time on what is important,” wrote Steven Covey in his business/self-help book The Seven Habits of Highly Effective People. SiriusDecisions wrote a great article that explains how sales professionals should apply Covey’s four-quadrant approach to increase productivity. The article is titled, …