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September 28, 2020
B2B Data

Acting on Account Intelligence for Higher Win Rates

There is a simple strategy that allows sellers to craft hyper-contextual outreach programs for higher win rates: collecting account data on a more granular level than contact information—or, in Peter Buscemi’s words, a Strategic and Visionary Marketing Leader: “[Investing] in developing

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September 7, 2020
B2B Data Sales Strategy

Why Sellers Leverage Account-Based Prospecting

There is an accelerating push for sellers to run targeted Account-Based campaigns. Industry players are encouraged to spot new opportunities during the economic slowdown, and targeting a constrained list of high-potential accounts is rapidly becoming a top priority. The reason is

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August 17, 2020
Sales Strategy

Cold Calling vs. Cold Emailing: How to Lead Highly Effective Sales Prospecting Conversations

The essence of all sales-oriented activities is trust; and trust is built when sellers accurately understand the prospect’s business problem, create value proactively, and establish credibility—all of which can be achieved through dialogue. Some sellers decide to lean on cold emailing

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August 10, 2020
B2B Data Sales Strategy

A Technographics-Driven Approach to Account-Based Selling

7 out of 10 corporate leaders are quick to reveal their shift towards account-based selling (ABS)—a hyper-personalized customer engagement approach that: Focuses on a select list of highly-valued accountsTreats each account as an independent revenue stream As ABS allows sellers to hone

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August 3, 2020
B2B Data Sales Strategy

The Impact of Bad Quality Buyer Information

While B2B buyer data validates a company’s sales strategy and helps sellers hyper-personalize offers based on their client’s buying patterns, the bad news comes quickly: data has its limits. Executives aren’t prematurely jubilant over any type of information gathered on a

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May 15, 2020
B2B Data

How Bad Contact Information Affects SDR Efficiency

The efficiency of Sales Development Representatives (SDRs) hinges directly on the quality of their data. A few bits of misleading contact information can instantly stop your sales progress in its tracks. SDRs can’t target your most vetted prospects and qualify high-value

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May 12, 2020
Marketing Strategy

A/B Testing: The Secret Sauce for Marketing to Your Ideal Buyers

Intuitive thinking clues you into your prospect’s preferences, pain points, or business objectives; trouble is, it also gives rise to assumptions that may stifle growth. Well-structured A/B tests eliminate the guesswork around prospect behavior to help you hone in on your

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May 12, 2020
B2B Data

The B2B Data Tipping Point in Your Lead Generation Efforts

A thriving lead generation strategy is the result of your commitment to data quality. Sellers must continuously augment their existing data sets with timely information to enrich their understanding of the ideal customer. But just like a pipeline filled with incoming

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May 11, 2020
Sales Strategy

The Secret to Improved Sales Connect Rates? Direct Dials!

Every time a sales professional is picking up the phone to call a prospect, the end goal is to improve the connect rate. The main reasoning behind this is obvious: your connect rate—or, to be more precise, the rate of attempts

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April 16, 2020
B2B Data

How Purchase Intent Insights (aka Intent Data) Fuel Your ABM Effectiveness

From better prospect prioritization to well-timed hyper-personalized outreach, an intent-based lead generation program will increase the efficiency of your account-based marketing (ABM) strategy to a remarkable extent. Every ABM campaign starts with a simple—yet highly important!—question: how can you focus on

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