Insights
B2B personalization needs to go beyond an industry or company value prop to speak individually to each member of the buying committee A purchase is almost never approved by one person; it gets approved by
Brent Keltner
The strongest target account strategies are verticalized for specific ICP segments. More companies are shifting demand generation away from maximizing reach and toward prioritizing probability through target account strategies. That is an important shift, but
Rebecca Schuette
B2B companies spend a lot of time figuring out which prospects deserve to be target accounts. We define the ICP. Segment accounts. Map the buying committee. Track intent. Personalize messaging. Coordinate Sales and Marketing outreach.
Aaron Verasammy
Every sales leader wants to coach more. Few have enough time. Aaron Verasammy, Chief Sales Officer at Meevo, believes AI changes that equation, not by replacing managers, but by helping them focus their coaching where
Mark Guthrie
Every sales leader wants to coach consistently. The challenge isn’t knowing coaching matters, it’s finding the time to do it well. Mark Guthrie, sales leader at Verisk, believes AI can dramatically reduce that burden by
Brent Keltner
Face-to-face demand generation strategies are hot right now, but there is a catch. As buyers become harder to engage with email, calls, and digital ads, many marketing teams are returning to smaller, more engaged in-person experiences.
Rebecca Schuette
Marketing: “Sales isn’t following up on the leads we’re generating.” Sales: “We would if the leads were any good.” It might be the oldest argument in B2B. But I’m increasingly convinced we’re arguing about the wrong thing. The problem isn’t always the leads. And it isn’t always the follow-up.
Most B2B sales teams sit at Level 1 of AI-assisted coaching (efficient call review) and are working toward Level 2 (targeted skill coaching). Very few have reached Level 3 (a fully owned intelligence layer), and
Kellie Weed
In demand generation, some of the most effective programs are the ones that create space for the right people to learn from one another. For Kellie Weed, Director of Marketing at QuantHub, peer roundtables are