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Most B2B teams focus their energy on a known list of target accounts. They’re often based on past wins, firmographic fit, or a sales rep’s gut feel. But here’s the problem: 📉 You can only sell
The hidden cost of a half-open radar If your team relies on a single intent source (e.g. one publisher network, one review site, or one ad platform), you’re seeing only a fraction of the buyer’s journey.
Why the Funnel Needs an Upgrade The traditional B2B funnel is showing its age. For decades, sales and marketing teams have relied on the MQL (Marketing Qualified Lead) as their north star for pipeline building. But
Why timing kills deals — and how signal-based automation helps you act before it’s too late. You’ve just captured the perfect lead. An in-market account from your ICP downloads a case study, visits your pricing page,
Every marketer and seller knows the feeling: A prospect downloads your content. The lead score goes up. You send the follow-up. And then… nothing. They don’t respond. They don’t book. They vanish. So what went wrong?
Why reacting to form fills is too late — and how to uncover pipeline opportunities before your competitors do. In B2B go-to-market (GTM), timing is everything. Your team can have the perfect campaign, the right messaging,
So you’ve got your hands on person-based intent data. You know exactly who’s researching solutions in your space, what they care about, and where they are in their journey. Now what? Having all that intelligence is
In today’s B2B landscape, buying behaviour has changed — but most GTM strategies haven’t. 🔹 87% of buyers now self-educate before engaging with sales🔹 Only 3% of your total addressable market is actively in-market at any
It’s easy to assume that someone engaging with your content is automatically ready to buy. But here’s the catch, not all interest equals buying intent. And if your team is treating every click, download, or visit
Sales and marketing teams have always chased the same goal: finding the right prospects, at the right time, with the right message. But here’s the reality — traditional funnels can’t keep up with how buyers actually
