Lead generation is the lifeblood of B2B growth. But buying lists and blasting emails isn’t lead generation. It’s spam. Real lead gen is about finding the right people, with the right message, at the right time.
Showing 97 to 108 of 859 articles
Account-based selling makes the company the unit of work instead of the lead. What that swap changes, and the capacity number that decides whether it happens.
Account-Based Selling · B2B Sales Strategy · Outbound Sales
A discovery call decides whether a real problem exists and whether you can solve it. Its most valuable outcome is often the one nobody is rewarded for.
Discovery Call · Sales Qualification · B2B Sales
Hiring, product, data and deals all run pipelines. Three of them hold items you move yourself, and the fourth holds items that decide for themselves.
pipeline · sales pipeline · forecasting
A rep finishes at 134 percent of plan and the bar was 135. What a President's Club actually buys, and the two ways to set the criteria.
Sales Development · Sales Strategy · Sales Compensation
A battlecard that is accurate, current and two folders down did not participate in the deal. What belongs on a card, and where it has to sit to get opened mid-call.
B2B Sales Strategy · Sales Enablement · Competitive Intelligence
The decisive reader of a sales proposal usually reaches it by forward, having attended no calls. That one fact reorders every section of the standard template.
B2B Sales Strategy · Sales Process · Proposals
ZoomInfo took the ticker GTM in May 2025. By late July 2026 it traded under $1B. Here is what the GTM software category is actually worth, with dates attached.
Field Notes · GTM Strategy · Market Analysis
Support closes the ticket in nine minutes and the forty-one people at that company never come up. What sales assist is for, and where its two boundaries sit.
B2B Sales Strategy · Product-Led Growth · Sales Process
A proof of concept with no stated result is an expense. Three or four observable criteria, agreed in writing before anything is built, are the whole mechanism.
B2B Sales Strategy · Sales Process · Deal Management
Heatmaps are built from recorded sessions, not every visit, and Hotjar's own docs say a thin sample produces a picture that looks like a finding and is not.
hotjar · heatmaps · conversion rate optimization
Last-touch gives every point of credit to the final interaction, which in outbound is the email that got the reply rather than the work that earned it.
attribution · b2b sales · marketing operations
U-shaped and W-shaped attribution are one model with a switch, and the switch is whether your CRM can be trusted to stamp lead creation.
attribution · b2b sales · marketing operations
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