How to Use Leads to Activate Accounts Your lead generation strategy should serve as a catalyst for account activation. By identifying qualified leads and making it easier to use those leads to activate entire accounts, you can convert buyers into Marketing-attributed pipeline and opportunities faster. We designed BlueWhale’s [...]
How to Adapt your B2B Lead Generation Strategy for a Recession By Chris Isham, Co-Founder and Chief Revenue Officer As businesses are feeling the effects of the economic downturn and are preparing for the possibility of a recession, many marketers find themselves at the center of budgeting discussions. [...]
Thinking Outside Traditional ABM: Why Your Target Account List Should Start With Intent By Tom Mandell, Senior Director of Data Services If you’re not leveraging intent data to build your target account lists, you’re not seeing the forest for the trees. Targeting organizations who actively want to [...]
The Great Resignation vs. Demand Generation By Vincent Fontana, Vice President of Media Partnerships If you haven’t noticed, Americans are leaving their jobs en masse. Millions quit their jobs in late 2021, and the trend has continued into 2022. This unprecedented quit rate has greatly impacted companies who [...]
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 [...]
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 [...]
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 [...]