Buyers and customers expect if not demand a personalized experience – not just in the B2C market, but now in B2B as well.   It is now a cornerstone of successful sales strategies.  Jeff Fallis, Senior

Intent data has emerged as a crucial tool in this buyer-led era; but, it may seem daunting, complex, and expensive. But in reality, you can start right now by keeping it simple and without having

Many marketing teams fail to measure the return on their investments in audience development and sales-ready lead generation. Then, they wonder why marketing often finds itself in a precarious budget position.  This is Growth Blocker

“Know thy customer” has taken on a whole new meaning in a buyer-led era. Cold outreach is increasingly seen as outdated and intrusive. Instead, the focus has shifted towards understanding buyer intent and facilitating a

Get your whole sales team all on the same messaging. Or, risk falling short of quota. “We needed to quickly get everyone a shared messaging approach to meet our annual sales goal,” explains Karen Hundley,

It’s not about you, it’s about your buyer. And, your BDR & SDR roles are the tip of the spear in figuring out why your buyer is talking to you. Rethinking the Role The future

Most companies cannot identify their ideal customers.  It may sound crazy, but it’s true. There’s a pervasive lack of ideal customer profile (ICP) alignment, like:  Not identifying your ideal customers, your ideal Champions, Buyers, and

All buying is personal. To effectively engage and convert buyers, it is crucial to personalize communication based on individual goals, roles, and peer segments.  “However, you can only do buyer personalization if you have the

We’re all creatures of habit. But for marketers our comfort zone can be our downfall! Relying too much on one type of marketing campaign or channel can lull us into a sense of complacence. And,