IDC's Adaptive Customer Engagement Model Replaces the Marketing-Sales "Funnel" Share NEEDHAM, Mass.--( BUSINESS WIRE )-- International Data Corporation ( IDC ) has traced the dramatic changes in ...

Previously I discussed lean sales cycles and their importance for scaling startups or established companies. A repeatable, high-margin sales cycle is also necessary to train outsourced sales teams ...

In the life of a lead, the Marketing Qualified Lead (MQL) is typically the link where ‘ownership’ passes from the hands of marketing into the hands of sales. Marketing and sales often work ...

Cross-functionality of sales, services, training, and product management are essential for all elements of marketing, including post-sale customer engagement. Shiny new object syndrome persists.

As a business-to-business (B2B) marketer, you need a well-structured B2B multichannel funnel strategy. This will help you attract new customers, generate leads, and land sales.

Speed Up The Sales Cycle, Simplify The Path To Purchase Marketers must be able to identify the right mix of tools and technology to facilitate higher-quality B2B lead generation and high-value ...

Frank V. Cespedes is a senior lecturer at Harvard Business School and the author of Sales Management That Works: How to Sell in a World That Never Stops Changing (Harvard Business Review Press, 2021).

Gartner, Voice of the Customer for Contract Lifecycle Management, Peer Contributors, 14 March 2025, Gartner®, Magic Quadrant for Contract Life Cycle Management, October 2024, and Peer Insights ...

Sirion Recognized as a Customers’ Choice in 2025 Gartner® Voice of the Customer for Contract Life Cycle Management Report for Third Consecutive Year Sirion is the only CLM vendor to be ...

BELLEVUE, Wash., May 27, 2025--Icertis, the global leader in AI-powered contract intelligence, today announced that it has been recognized as a Customers’ Choice vendor in the 2025 Gartner Peer ...