When 94% of B2B buyers report using large language models during their purchase process, it’s easy to assume we’re witnessing a fundamental shift in how research happens. The narrative writes itself: buyers turn to ChatGPT first, vendors get cut out of early conversations, and the traditional sales cycle gets compressed or bypassed entirely. Except our […]
Your inbound form just lit up with 200 new leads from last week’s webinar. Another 150 came in from that content syndication campaign you’re running. And your SDR team? They’re already underwater trying to follow up on last month’s backlog. Here’s the uncomfortable truth: the leads most likely to convert are probably sitting in a […]
Every sales and marketing team faces the same impossible choice: Spend hours crafting personalized emails that actually get responses or blast out generic sequences at scale and watch response rates crater. The current reality is unsustainable. Your BDRs are burning out writing one-off emails that eat up their entire day. Your AEs are drowning in […]
The AI email agent market has exploded with options — from enterprise platforms with robust integrations and sophisticated personalization to simpler free tools that integrate directly with Gmail. The stakes are high for picking the right tool. The right AI email agent can dramatically reduce costs, boost team productivity, and generate millions in new pipeline. […]
Most B2B marketing teams are trapped in lead gen purgatory, watching their carefully crafted campaigns generate impressive-looking top-of-funnel numbers that seem to go to hell the moment sales starts sorting the good from the bad. And sometimes there’s a lot of bad. If lead generation were a religion, most B2B marketers would need some serious […]
Buyers crave personalized messaging; in fact, 72% of B2B buyers expect personalized content. That means generic emails and outreach will never pass muster. Of course, every BDR wants to craft a perfectly personalized message for every single buyer. The problem? There’s not enough time in the day to do that. Or at least, there wasn’t […]
Studies have found that the typical win rate for inbound leads is 1.5x-2.5x higher than outbound leads. So it’s no surprise that so many B2B sales orgs focus much more attention on maximizing inbound leads, and less time trying to make first contact with a phone call. You don’t get much more outdated than using […]
Let’s start with some numbers: the average turnover rate of sales reps is a whopping 35% (and at 10% of companies, the attrition rate is as high as 55%.) The cost of replacing an employee ranges from half to twice their salary. More than half of voluntarily exiting employees report that their manager or company […]
The BDR role is often both the hardest and most underappreciated role in any organization. Business Development Representatives are tasked with: As one B2B SaaS CEO recently wrote on LinkedIn: “The BDR job is harder than it’s ever been. There are just not enough human hours in a day for BDRs to be consistently successful.” […]
Underworked and ignored accounts are some of the biggest sources of friction between sales and marketing teams. It’s no surprise why: Sales teams have too much to juggle and tend to prioritize accounts that are already progressing toward deals. They face an onslaught of inbound leads, and a lot of these leads feel like time-wasters […]
Studies have found that the typical win rate for inbound leads is 1.5x-2.5x higher than outbound leads. This makes sense from a logical standpoint: inbound leads are raising their hands and saying, “hey I want to talk.” Whereas outbound leads are typically associated with cold outreach, meaning they might not be in-market or at the […]
• The Big Picture, about 1 minute• A Closer Look, about 1 minute• The Deep Dive, about 11 minutes• Appendix, about 4 minutes The Big Picture B2B buyers follow a consistent pattern when making purchase decisions. They spend 70% of their buying journey doing their own research before talking to vendors. It doesn’t matter how […]
