Transforming Your GTM Approach from Leads to Buying Groups

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This blog is a guest post from our friends at LeanData. There’s a popular Goldilocks analogy gaining momentum in B2B sales and marketing circles that states: Leads are too narrow. […]

Balancing GenAI and Human Touch in Sales Outreach

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In an era of overflowing email inboxes and limited attention spans, all sales reps understand the struggle to generate engagement with prospects via email. In our recent survey of 600+ […]

Harness Technology, Training and Intent for Maximum Sales Results

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The current B2B landscape is ripe with sales technologies and tools, making it essential for companies to avoid tool overload, and instead focus on the right solutions for their objectives. […]

Multi-Threading: Successfully Bring Buying Teams Together

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Data shows that B2B buying decisions are made by collaborative groups  – and the number of people within these buying groups is growing. According to Gartner, an average of 11 […]

Intent 3.0: Using Intent Data for GTM Strategy

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Like with many new B2B solutions, early adoption of purchase intent data has depended on broad tactical use cases. Then as providers and users become more comfortable, they begin to […]

On the B2B Horizon: 2023 Priorities

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Fourth quarter is almost upon us and 2023 planning should be ramping up. To make sure you have the inputs you need across your team, TechTarget’s BrightTALK folks are hosting […]

Becoming a Sales Professional Series: Yes, I’m an English Major. And Yes, I am Perfect for Sales.

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This blog is part of TechTarget’s “Becoming a Sales Professional” series that chronicles the different skills, attitudes and paths that top salespeople have applied to build successful careers in sales […]

Beware of Black Boxes. Look for Actionable Outputs.

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Science fiction is one of my guilty pleasures (after golf that is). And with young kids, though I don’t have as much time to read for pleasure as I’d like, […]

Anonymous Still Means Anonymous – Sales Needs More

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With something like 10,000 RevTech solutions out there, it’s become super hard to understand who really does what, and most importantly, whether or not what is being said really stands […]

Set Up to Fail? How We’re Holding SDRs and Our Prospecting Back

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Today’s increasingly crowded and competitive B2B markets are putting a premium on high-velocity prospecting. Buoyed by activity-focused thinking and salestech, organizations are aggressively hiring more and more SDRs to “get […]

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