Zero-Party Data’s Role in B2B By Thomas Stocking, Chief Information Security Officer There’s a new term floating around Marketing circles: zero-party data. What is it? Well, the concept is a bit murky. The distinction lies between a customer’s data that they supply for the purposes of doing business [...]
What It’s Like to Be A BlueWhale SDR By Eryn Moses, Sales Development Representative There are many reasons Sales makes for a great career (HubSpot recently listed a few), but your success as a sales representative is dependent on how you approach the role and the support you [...]
Focus Your Demand Generation Strategy on the Right Titles By Danielle Azzara, Chief Experience Officer While demand generation has changed dramatically in the last several years, one thing that hasn’t changed for everyone is the focus on “decision maker” titles. We still hear from some of our customers [...]
Rethinking Lead Generation, Part 2: Educating Marketers on Lead Routing By Chris Isham, Co-Founder & Chief Revenue Officer When the well of inbound leads runs dry, marketers turn to outsourced demand generation. This is a proven tactic, but it’s made even better when marketers educate themselves on lead [...]
Rethinking Lead Generation, Part 1: Educating SDRs on Lead Journey By Chris Isham, Co-Founder and Chief Revenue Officer Marketers are creating a massive opportunity cost by neglecting to educate their sales teams. Sales and marketing alignment is key to business success, leading to significantly more closed deals and [...]
Humanize Your Brand: Embrace Creativity By Vincent Fontana, Vice President of Media Partnerships Today’s B2B Marketers have an endless array of analytics tools that provide data-driven insights and inform what works. However, lost in the need to understand what leads to conversion is the one thing that can [...]
Beginner’s Guide to Developing Your ICP By Chris Isham, Co-Founder and Chief Revenue Officer Creating an ideal customer profile for outbound marketing tactics might seem like a very easy task, i.e., “I sell lead generation programs, therefore I need to target marketers.” The reality of the situation is [...]
7 Steps to Better Prospecting Emails Break the cycle of sending yet another generic sales email. It’s no secret that email is a valuable tool for lead generation; 53% of marketers say email is their most useful channel. But frankly, most cold emails miss the mark. Start treating your [...]
Four Fulfillment Tips to Better Your Customer Relationships, From a Lead Generation Perspective By Miray Tand, Director of Fulfillment When executed with care, fulfillment sets the stage for future customer relationships. You’ve met with a new customer, explained the basic expectations of your fulfillment process, and you’re in [...]
ABX + Intent Data = The New ABM By Vincent Fontana, Vice President of Media Partnerships Contrary to what B2B Marketing and Sales professionals like to think, ABM is not the lifeblood nor the panacea for lack of revenue or what I like to refer to as the [...]