Most B2B revenue teams aren’t failing because of bad execution. They’re failing because they’re executing well against assumptions that stopped being true a long time ago. Data from more than 10,000 B2B buying journeys reveals a consistent pattern: The mental models that govern how most teams allocate budget, measure success, and deploy sellers are systematically […]
For most B2B revenue teams, signals stream in from many different sources: website behavior, keyword searches, intent signals, and so forth. The problem for GTM teams isn’t having too few signals; it’s having no context to understand what they mean together. What signals can and can’t tell you A signal is an observable event or […]
At any given moment, roughly 7-8% of your TAM is close enough to a purchase decision to be worth a rep’s time. The other 92% aren’t going anywhere — at least not this quarter. Most sales orgs are staffed and structured as if that ratio is reversed. The fix isn’t more headcount. It’s sharper signal-driven […]
If you’re evaluating 6sense vs. UserGems, you’ve probably encountered UserGems in a conversation about the efficiency of re-connecting with your customer champions when they move to new companies. Rekindling those relationships is an excellent way to win new accounts, and UserGems is good at helping you spot those opportunities. But it’s one tactic, not a […]
Understanding buying signals is a lot like sussing out a potential new relationship. Misreading signals is a reliable path to an uncomfortable situation for everyone involved. Let’s talk about what happens when someone completely misreads the room. A brief, highly relatable disaster You’re somewhere social. A work event, a friend’s birthday party, a coffee shop […]
Buyers have gotten very good at researching you before you ever get a chance to research them. By the time most sellers make first contact, the buying group has already shortlisted vendors, consumed competitor content, and formed opinions that are harder to change than most reps realize. The only real response is to close the […]
Successful sales prospecting depends a lot on timing, so let’s discuss how you can: There are two steps in this process: Cold call timing basics: Using the clock First, let’s talk about the basics: the stuff that any seller can do regardless of the technology they’re using to assist with outreach. All you need is […]
Most sellers already know what good B2B sales intelligence looks like. The problem is how long it takes to pull it together. You’re researching an account across four tabs, cross-referencing CRM notes, trying to figure out what they actually care about right now, and often doing all of it before a call that’s in 20 […]
Here’s what frustration looks like for B2B sales reps: A solid looking contact. Forty-five minutes of research. A carefully crafted personalized email. And a bounce, because while the LinkedIn profile looked current, the contact data behind it wasn’t. Multiply that across a prospecting week and you’ve got a real pipeline problem, one that has nothing […]
Does intent data actually work? It’s one of the most searched questions in B2B sales and marketing — and one of the most argued about on forums like Reddit, where sellers and demand gen practitioners have been swapping horror stories about wasted budget and bad leads for years. The short answer is yes. The longer […]
The best lead scoring software automatically assigns conversion probability scores to every lead based on behavioral signals, demographic fit, firmographic data, and intent signals — so sales knows exactly where to focus. Models range from simple rules-based systems to AI-driven predictive platforms built for data-mature organizations with complex sales cycles. This guide covers ten of […]
There’s a moment every RevOps and marketing ops practitioner knows: the dashboard says 47 accounts are “surging.” But which ones actually matter? The tool says “high intent.” But high intent for what? Based on what? Compared to what baseline? When signals pile up without context, they stop being signals and start being noise. The goal […]
