by Kristina Jaramillo | Sep 3, 2023 | Uncategorized
When leadership and GTM teams think about ABM, they think of top of funnel – putting new logos into the pipeline even though GTM teams struggle with accounts going dark. They think of top of funnel even though the reality is that there is a much better use of the ABM...
by Kristina Jaramillo | Aug 28, 2023 | Uncategorized
ABM is not about getting accounts to the pipeline. It’s about getting accounts to revenue and existing accounts to even greater revenue growth. ABM should impact ACV, ARR, GRR, and, most importantly, NRR. But, many GTM teams struggle with moving high-value...
by Kristina Jaramillo | Aug 21, 2023 | Uncategorized
There is confusion in the market on what intent data is and how it should be leveraged to increase sales effectiveness vs. just efficiency and to drive ARR, GRR, and NRR growth. This is why we had John Steinert (CMO at TechTarget) and Bill Henry (SVP of Field Sales at...
by Kristina Jaramillo | Jul 27, 2023 | Most Popular Articles
Intent data platforms like Bombora, ZoomInfo, True Influence, 6sense, LeadSift, Intentsify, and many others are enabling sales and marketing teams to rapidly evolve their programs from mass spray and pray tactics, to more targeted, personalized outreach campaigns. ...
by Kristina Jaramillo | Jul 26, 2023 | Uncategorized
Most companies have dived into ABM tech and other platforms that promised a path to greater growth with more focus and partnership with sales leaders. However, ITSMA, Tech Target and others report that only 17% have a mature stage 4 program and 69% of ABM programs...
