Leadspace Blog
Thoughts, tips and best practices for B2B Sales and Marketing
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If You Only Fix One Thing in Your GTM Strategy This Year.
Is your GTM strategy winning in 2026? Every year, GTM teams promise themselves this will be the year everything clicks. Better alignment. Better execution. Better results. And every year, the list of initiatives grows faster than the clarity behind them. Here’s the truth that most teams don’t want to hear: GTM doesn’t usually fail because…
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The 5 Biggest “Ah-Ha” Moments Every GTM Team Eventually Has.
Every go-to-market transformation has a moment where things finally click. It’s rarely triggered by a new tool, a bigger budget, or another framework. Instead, it comes from a realization (often uncomfortable at first) that changes how teams think about buyers, data, and alignment. The most successful GTM teams aren’t the ones that avoid these moments.…
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The Gift of Data: How Clean, Unified Data Can Transform Your GTM Team In 2026
As we approach the end of 2025, your GTM team is likely to pause to reflect: What worked this year? What didn’t? And, most importantly, what’s next? Amid these reflections, one truth stands out: the quality and alignment of your data is the ultimate gift to your marketing, sales, and revenue operations teams. When your…
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The End of the Lead as a Data Object: Why Buyer-Centric GTM Is Inevitable by 2026
For decades, the “lead” has been the smallest unit of measurement in B2B go-to-market (GTM). CRMs were built around it. Marketing automation systems optimized for it. Scoring models, funnels, dashboards, and SLAs all assumed it was the most reliable way to represent demand. But as enterprise B2B teams look ahead to 2026, a hard truth…
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What Are Buyer Profiles? And Why Are They Critical to Modern GTM Success?
In B2B, everyone talks about “knowing your customer,” but very few organizations actually have a complete, accurate, unified view of the people and companies they’re selling to. Most GTM systems (CRM, MAP, website forms, enrichment tools, intent platforms, etc) each maintain their own version of a lead, prospect, or account. And they rarely match. This…
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How GTM Engineers Can Future-Proof Their Architecture for 2026–2030
The next five years will force GTM engineering teams to rethink more than ETL pipelines and CDP schemas. AI, buying-group complexity, an explosion of signals, and real-time expectations will reshape what “production-grade” GTM infrastructure looks like quickly. If your stack is still optimized for nightly batches, siloed identities, and vendor-by-vendor enrichment, you’ll face costly outages,…
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Your GTM Data Shouldn’t Be a Thanksgiving Potluck.
Why the “bring-your-own-data” model is breaking B2B revenue teams, and how to fix it. Thanksgiving potlucks are great… for family gatherings. Everyone brings a dish, there’s a little chaos, a few surprises, and somehow it all works out. But when your go-to-market data starts looking like a potluck, that’s when things fall apart. In most…
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Not That Kind of Data Vendor.
In B2B, everyone claims to have the “best data.” But if every vendor has the best data, why are teams still struggling with incomplete records, duplicate accounts, and uncontactable leads? The reality is that the problem isn’t just data quality. It’s how most data is delivered, maintained, and used. At Leadspace, we built something different…
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Field-Level Waterfall Logic: The Missing Ingredient in Your Data Stack
Your GTM systems may look full, but they’re starving for something essential. Here’s what’s missing, and how field-level waterfall logic quietly fixes it. Take a look inside your database. Thousands of rows. Dozens of fields. Names, emails, industries, job titles… It all looks full. But what about what’s not there? Your database isn’t broken because…
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Haunted by Anonymous Leads? Bring Pipeline Ghosts Back to Life.
You’ve seen them before… The form fills that vanish.The prospects that never make it to sales.The “leads” that looked promising until they disappeared into your CRM without a trace. They’re anonymous leads. The ghosts haunting your pipeline. And if you’re not careful, they’ll keep draining your funnel, and your revenue, year after year. What Are…
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Why Waterfall Logic Matters in B2B Data Aggregation
Modern go-to-market teams are swimming in data – firmographics, technographics, intent signals, engagement scores, and countless enrichment sources. But here’s the truth: more data doesn’t automatically make your business smarter. It often just makes it messier. When multiple data vendors, enrichment tools, and APIs are all trying to update the same record, the result is…
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Choosing the Right B2B Data Vendor: A Complete Guide for Modern GTM Teams
In B2B sales and marketing, data is no longer just a supporting asset – it’s the fuel your entire go-to-market motion runs on. It determines who you engage, how fast you respond, how well you score opportunities, and how accurately your revenue forecasts reflect reality. But here’s the truth: not all data vendors are built…
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Why the Future of B2B Sales and Marketing Depends on Predictive Models
The ground beneath B2B sales and marketing is shifting fast. Buying cycles are more complex. Decision-making is spread across larger groups. Prospects spend most of their journey invisible, researching in the “dark funnel” before ever filling out a form or answering a call. For enterprise revenue teams, this creates an impossible challenge: how do you…
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The Boardroom Truth: AI Doesn’t Drive Revenue – Data Does
In a recent blog, Forrester projected that enterprise software spend will surge to $1.7 trillion by 2029, fueled by double-digit growth in AI, data platforms, and security. Enterprises are pouring billions into new tools and technologies in hopes of driving efficiency and growth. But here’s the reality: software spend alone doesn’t create results. If your…
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Dynamic Data: The Reason GTM Leaders Are Leaving Static Data Behind
For decades, B2B teams have relied on the same approach to customer data. Buy a dataset, upload it into the CRM, hope it helps. Then watch it decay, duplicate, and disconnect from the real world. That world is over. In today’s market, the difference between winning and losing comes down to one thing: whether your…
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AI Scoring: Finding In-Market Accounts Before Your Competitors Do
The Role of AI Scoring in Winning the Dark Funnel In today’s crowded, high-velocity B2B landscape, timing is everything. It’s not enough to know who your ideal customers are. You need to know when they’re ready to buy – and engage them before your competitors even know they’re looking. The traditional lead funnel doesn’t give…
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Unlocking Buying Groups: How B2B Hierarchy Mapping Reveals the Real Decision-Makers
You know your B2B solution is perfect for a company – but you’re struggling to get your foot in the door. Maybe you’ve spoken to a few people who are interested, but none of them can actually sign the deal. Why? Because you haven’t identified the full buying group. And let’s be honest – identifying…
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‘Is My CRM Data AI-Ready?’ Let’s Find Out
Why most B2B teams aren’t AI-ready – And what to do about it. As you’re probably aware, AI tools have become absolutely critical in order for modern B2B GTM teams to compete. Whether you’re scoring leads, forecasting revenue, prioritizing accounts, or hyper-personalizing your outreach, AI has the potential to accelerate performance across sales, marketing, and…
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Is Your GTM Team Ready For AI?
AI is transforming how B2B go-to-market (GTM) teams work – from predictive lead scoring and personalized outreach to dynamic territory planning and intelligent routing. It’s no longer a futuristic concept; AI is here, and it’s promising to make GTM teams faster, smarter, and more efficient. But there’s one giant catch… Before you plug in AI…
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Disconnected Data Driving Your GTM? Here’s What It’s Costing You
When B2B teams buy data from multiple vendors, they’re often buying more problems than solutions. Each source delivers disparate, disconnected data – fragmented across systems, inconsistent in format, and difficult to trust. Before any of it can be operationalized, it must first be unified, enriched, and synchronized across your tech stack. And that’s where the…
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10 Things to Consider When Switching or Consolidating Data Vendors
Enterprise B2B companies often work with 6 to 12 different data vendors across departments – from marketing and sales to operations and analytics. While this patchwork approach may seem comprehensive, it often results in duplicated records, conflicting data, inconsistent scoring models, and costly operational inefficiencies. Consolidating vendors simplifies your tech stack, improves data consistency, and…
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The Hidden Revenue Inside Your Total Addressable Market (TAM)
10 Missed Opportunities You Need to Capture Before Your Competitors Do Most B2B teams think they know their Total Addressable Market. But if you’re still relying on static lists, outdated firmographics, and gut-feel targeting – you’re leaving money on the table. Here’s the uncomfortable truth:If your TAM isn’t segmented, enriched, prioritized, and dynamically maintained, then…
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Q&A: The Hidden Costs of Slow, Inefficient Lead Management – and the Fast Fix
Your inbound leads are slipping through the cracks. Without an effective process for validating, enriching, scoring and routing inbound leads, you’ll continue to see opportunities drain into the void. Luckily for you, your competitors are facing the same problem. Unfortunately for you, they’re working to fix it before you do. Let’s explore some common questions…
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How Dirty Data Silently Kills Your Pipeline (and What to Do About It)
In B2B revenue teams, there’s an invisible enemy draining your budget, wasting your reps’ time, and quietly sabotaging your pipeline. That enemy is dirty data. You might not see it day to day – but you feel it: It’s not just frustrating. It’s costly. According to multiple studies, up to 23% of your B2B database…
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Why Your Outbound Success Depends on an Optimized Total Addressable Market (TAM)
In B2B, success starts with focus. And that focus begins with a clearly defined and intelligently prioritized Total Addressable Market (TAM). If your outbound sales and marketing teams are targeting the wrong companies – or even the right ones, but in the wrong order – your GTM strategy is flying blind, wasting time, budget, and…
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Be First or Be Forgotten: Why Inbound Lead Management Is Your B2B Growth Engine
In B2B marketing, there’s one brutal truth: if you’re not the first to respond to a prospect’s inquiry, chances are you won’t get the deal. “78% of customers buy from the company that responds to their inquiry first.” – LeadConnect This means your ability to act fast (within minutes, not hours) isn’t just nice to…
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Is Your B2B Customer Data AI-Ready? Here’s the Checklist You Need to Find Out
As of 2025, AI adoption among B2B companies is widespread and growing. Nearly all B2B companies are either utilizing AI tools or planning to do so – but how many of them have the data to use AI effectively? AI is only as good as the data you feed it. That’s not just a soundbite…
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Taking Action: 1-Step Closer to AI-Ready B2B Data
By now, you’re well aware that AI is changing how B2B go-to-market (GTM) teams engage buyers, qualify leads, and drive pipeline. As you prepare for this shift towards AI, it’s critical that you don’t lose sight of the fact that AI isn’t plug-and-play – it’s data-dependent. If your CRM is cluttered, your intent signals are…
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Why Complete, Accurate Customer Profiles Are Essential for Effective AI Scoring Across Your TAM
In last week’s blog, we looked at the top 10 questions B2B GTM leaders have as they prepare their buyer data for AI. In this blog, we’ll hammer home the reason they feel so obligated to get their data in order. In today’s hyper-competitive B2B landscape, data is the new fuel – and AI is…
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The Top 10 Questions B2B GTM Teams Ask About Getting Customer Data Ready for AI
AI is no longer a future concept – it’s already reshaping how modern Go-to-Market (GTM) teams prioritize leads, personalize outreach, forecast revenue, and identify closeable business. But before any of that magic happens, there’s a critical prerequisite: your customer data needs to be AI-ready! GTM leaders are quickly realizing that messy, incomplete, or disconnected data…
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New Logo Land: Aligning Intent and Tech Install for New Business
In B2B sales and marketing, timing is everything – and relevance is your secret weapon. The best Go-to-Market (GTM) teams know that simply identifying companies in your Total Addressable Market (TAM) isn’t enough. To win new business, you need to know who’s in-market and why they’re a good fit. That’s where both intent data and…
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The Evolving Role of AI in Customer Data Platforms (CDPs)
In last week’s blog, I discussed the key capabilities of Customer Data Platforms (CDPs). This blog will focus on the role that AI plays in CDPs – as discussed by Gartner in their 2025 Magic Quadrant. Artificial intelligence (AI) is quickly becoming a transformative force in the Customer Data Platform (CDP) space. In 2024, AI-driven…
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Understanding the Capabilities of Modern Customer Data Platforms (CDPs)
Customer Data Platforms (CDPs) have become essential tools for organizations looking to unify and leverage customer data across channels and departments. At their core, CDPs are designed to ingest, manage, and activate individual-level customer data from multiple sources. As businesses grow increasingly reliant on customer insights to fuel personalization and engagement strategies, CDPs offer a…
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Technographic Data for B2B Sales and Marketing: Top Questions & Use Cases
Know their Tech – know their needs. Technographic data—information about a company’s technology stack, tools, and software usage—has become a crucial asset in B2B sales and marketing. This data allows businesses to gain insights into a prospect’s technological environment, helping them tailor their outreach and offerings to match the prospect’s needs with the products and…
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Top 10 Questions About Intent Data From B2B Sales, Marketing and GTM
Understanding buyer intent is critical for B2B sales and marketing teams looking to engage prospects at the right time. Intent data provides real-time insights into which companies are actively researching solutions, allowing teams to prioritize high-value accounts, personalize outreach, and accelerate deal cycles. However, many businesses still have questions about how intent data works, the…
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Intent Data Should Work Harder
Remember – a good lead at a bad company is ultimately a bad lead. Everyone benefits from having a list of all the people and companies that have been actively searching for your product or service this week, right? That’s been the promise of Intent data. GTM teams rely on that Intent signal and often…
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Prioritization: The Sales Prospecting Step You Can’t Afford to Skip
If you’ve been involved in sales prospecting, you understand the cost of pursuing a bad lead or company target. With a comprehensive prospect/lead prioritization strategy, you can identify not only the best companies but the best people to target. Equally important, you can understand who you shouldn’t target. By implementing a structured, comprehensive approach to…
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2025 Predictions: GTM Becomes A Focused Team Sport
This week marks the end of 2024 and the start of 2025. So what did we learn in 2024 and what are the next big things that will drive GTM excellence this coming year? Economic uncertainty drove prioritization and doing more with less and became the central theme in 2024. Departments moved to consolidate vendors,…
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Automatic Corporate Hierarchy Mapping Across Systems for B2B Sales Efficiency
In recent blogs, we’ve looked at several ways your sales and marketing teams can win by mapping B2B hierarchies across CRM and marketing automation systems. From optimizing your ABM strategy to actually identifying buying groups, B2B hierarchy mapping is a critical tool for ascertaining the insights necessary to maximizing the fruits of your GTM efforts.…
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Optimizing Your ABM Strategy With B2B Hierarchy Mapping
In our last blog, we explored how B2B hierarchy mapping can be used to identify buying teams. Now let’s consider how B2B hierarchy mapping can optimize your broader ABM strategy. Hierarchy mapping is inherently synergistic with Account-Based Marketing (ABM) because it helps identify, segment, and target the key players within a target account, aligning perfectly…
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B2B Hierarchy Mapping For Identifying Buying Groups
You know your B2B solution is perfect for a company, but you’re struggling to get your foot in the door. You’ve spoken to some people at the account who sound interested, but they can’t make the deal happen. How do we find the right people – the people who make up their buying team? Obviously,…
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10 Ways to Optimize Your GTM Strategy with Dynamic Customer Data
When we outline a comprehensive plan for how to launch a product or expand into a new market, we need market data. To effectively connect with customers, gain a competitive advantage and deliver unique value, we need to understand the people and company profiles that exist in our Total Addressable Market (TAM), and compare how…
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Why Keeping B2B Profiles Up-to-Date Boosts Sales & Marketing Success
Keeping B2B buyer profiles up-to-date is essential for maintaining effective sales and marketing strategies. Unfortunately, keeping profiles up-to-date is tedious and often neglected. Failing to update our customer or buyer profiles does your sales and marketing teams a tremendous disservice. Your teams could spend thousands of dollars and weeks of focus trying to get in…
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Winning B2B Markets with Metro-Intent Data
B2B Marketing and Sales leaders are constantly looking for the next innovative method to give them a competitive edge — particularly in driving revenue for their business. One such method that’s become increasingly popular is intent data. But, like many B2B crazes, many of the very people who could benefit most from intent data don’t…
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Mastering B2B Buying Groups with Hierarchies & Persona Scores
As most B2B sales and marketers know, the vast majority of our contacts at any target account don’t have the power to buy our products. Figuring out the handful of people who do have that power is critical to ensuring that your highly-personalized content and precision outreach actually leads to revenue. A buying group, typically,…
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10 Ways You’re Losing with Static Data
Sales and marketing teams rely on a myriad of customer data to do their jobs. Unfortunately, that data often leads to more problems than benefits because of its siloed, unstructured nature. Static data, which refers to data that does not change once it is created, has several inherent problems and limitations. Acquiring a variety of…
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10 Signs Your Buyer Data is Causing Problems for Sales & Marketing
Recognizing signs that your customer data is causing problems for your sales and marketing teams and addressing them quickly is crucial for maintaining effective operations and achieving business goals with data-driven decision making. It all starts with high-quality data. Personalized campaigns, territory planning, lead routing, lead prioritization, cross sell/up sell, analysis, reporting, and the implementation…
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10 Benefits to Mapping Hierarchies Across Your Buyer Data
If you’re part of a sales or marketing team, then you’re used to leveraging numerous systems full of people, company and account-level data in an attempt to decide where to focus your resources and effort – but how many of you have hierarchies mapped so that you can explore how your profiles for people and…
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Leadspace MAPs: Identity Resolution for Companies & Hierarchies
As I’ve discussed in recent blogs, one of the main issues sales and marketing teams experience is not getting enough value from their data. Unfortunately, simply adding more data hasn’t been solving that issue. The reason for this lack of value is that customer or buyer data is naturally fragmented. The data comes in many…
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Leadspace MAPs: The Fast Fix for Your Unproductive CRM
Sales and marketers are looking at buying groups instead of job titles alone. The buying power and functions of any job title isn’t universal between different companies. In order to identify who the decision makers are at a company, we need to understand the hierarchical structure of the company and either know or take educated…
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Forrester is Over – Don’t Go Back to Static Data!
Last week our team had the privilege of attending the Forrester B2B Summit 2024 in Austin, Texas, and it was one heck of an experience. If you took the time to attend the event, odds are that you saw the Leadspace team hustling at our booth or across the show floor in our awesome shoes…
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Challenge the Static Quo – Overcoming Buyer Data Obstacles
As we discussed in the previous blog, the main obstacle with operationalizing buyer data is that it is static. It takes a lot of data to build the buyer profiles that our sales and marketing teams need to effectively hone-in on closeable business. Acquiring a variety of static data from multiple vendors means that we…
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From Static To Dynamic: Data You Can Actually Use
B2B Sales and Marketing teams, in particular, absolutely love buyer data – they depend on it to do their jobs! Unfortunately, most companies are failing to use it to its potential. The goal is usually to use buyer data to determine who might want their product, but a company’s data is often such a mess…
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Easily Adopted CDPs: The Difference Between Success and Shelfware
When it comes to tools, everyone appreciates the ones that work, and usually that means they are easy to use. Unfortunately, analysts report that at any time, 25%+ of our business software is actually shelfware. Shelfware refers to software or technology solutions that have been purchased by a business but are not actively used or…
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Leadspace: The CDP That’s Actually Ready to Use
If you’re involved in enterprise-level B2B sales and marketing, you know that in order to compete, you’ll need a Customer Data Platform (CDP) to maintain the massive amount of buyer data that goes into data-driven decision making. If you’re still trying to decide which CDP is best for your company, you’re in luck, because Forrester…
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Identity Resolution: The Cornerstone of Your B2B Data Strategy
Identity resolution is the unsung hero in GTM ROI. Fundamental to any sales & marketing endeavor is knowing who that buyer is – and what role they play in any buying team. It’s the difference between flying blind and flying smart. Whether or not you have a strong identity resolution framework is the main factor…
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Do You Really Need the Best Identity Resolution & Active Profiles Available?
Answer: Of course you do! Sales & Marketing teams know that targeting customers with incomplete and siloed data is a complex process. Having a single, comprehensive view of your customer data in one place makes it significantly easier to effectively target the right people at the right time with personalized campaigns. Unfortunately, creating active, unified…
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Leadspace and Forrester New Wave™
Forrester Research evaluated 14 B2B Customer Data Platforms, considering 10 key capabilities, and published their findings in The Forrester New Wave™: B2B Standalone CDPs, Q4, 2021. Leadspace was among those evaluated, and ranked as a leader in nearly every category! We assure you that we are still providing the best-in-class buyer profiles and predictive AI…
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Stop Spending Money on Siloed Data. Get Pre-Blended 3rd-Party Data for Half the Cost!
As B2B marketers, we aim to deliver effective campaigns targeted at the best opportunities within our Total Addressable Market (TAM) – at the lowest cost. Doing this successfully starts with creating complete, accurate, dynamic and unified buyer profiles of people, accounts and buying centers so we can properly prioritize and target opportunities with data-driven assurance…
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Getting Robbed by Data Vendors? Get Best-in-Class B2B Buyer Profiles for 50% Less!
As B2B marketers, our goal is to deliver effective campaigns targeted at the best opportunities that exist within our Total Addressable Market (TAM) – at the lowest possible cost. This involves identifying our Total Addressable Market (TAM), developing our Ideal Customer Profile (ICP), and then comparing our ICP throughout our TAM to determine which opportunities…
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Leadspace Earned 9 Awards by G2 Across Multiple Categories in Fall 2023 Report!
Today, we’re excited to report that Leadspace has once again achieved numerous awards from G2 in 2023. We earned eight new G2 high performer badges across three categories: Customer Data Platforms; Sales Intelligence; and Lead Routing in the Enterprise Grid Reports and the Enterprise Americas Regional Grid Reports for Fall 2023. In addition, Leadspace was…
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Are You Wasting Your Salespeople’s Time? Apply Weighted Engagement Scores in Marketing
An engagement scoring model is often the signature move for a demand generation team – and they’ve been around for a long time in the marketing world. Most campaign teams use them as a way to understand when a “lead” is ready to be routed to sales. Some teams use simple off-the-shelf models from their…
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AI Persona Scoring – When Job Title Guesswork Doesn’t Work
A persona refers to a representation of a user or buyer segment that is created to better understand and design for the needs, behaviors, and preferences of that group. Persona creation is common in fields like marketing, user experience (UX) design, and customer service. It’s especially useful in sales and marketing when it comes to…
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Lead Conversion Starts with Signals – Use Fit Scoring or Lose Business!
Identifying the best leads is essential for any company’s success as it helps focus resources and efforts on prospects most likely to become customers. In marketing, we have limited resources (employees, money, time) – we rarely have the ability to “spray and pray” with our sales & marketing efforts. Going at the wrong person before…
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Are Your Leads Worth Pursuing? Throw Most of Them Out!
If someone is interested in your product or service, is it necessarily true that they will convert into a paying customer in the future? Does a higher level of interest translate into higher odds of sales conversion? How do we know if the way we are measuring and assessing their interest is accurate? Is that…
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Relying on Intent Data Alone: More Harm than Good?
Three out of four B2B sales and marketing teams rely on intent data to prioritize ABM outreach. Intent data is incredibly important as it provides insight into which companies are searching for you – i.e. which companies are demonstrating some level of intent to use your type of product (or specific product). While that’s useful…
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Revenue Radar™: Finding the Right Buyers with Engagement Scores
Throughout this Revenue Radar blog series, we’ve discussed how to use Leadspace predictive AI models to determine the companies within your Total Addressable Market (TAM) who need your product (highest Fit scores), which of those companies are actually ready to buy your product (Intent scores), and which buyer Personas are best for you to pursue…
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Revenue Radar™: Finding the Right Type of Buyer Using Persona Scoring Models
In our last few blogs, we discussed using Fit (propensity) models to determine the companies within your TAM who need your product, and how to determine which of those companies are actually ready to buy with Intent scores. Now you need to figure out who are the right people to pursue within those companies. Does…
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Revenue Radar™: Finding the Right Company Using Intent Scoring Models
Finding the right type of companies within your TAM that need your product is a huge step towards closeable business, but you still need to figure out which of those companies are actually ready to buy your product – this is where intent comes into play. We can determine intent by a company’s search activities.…
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Revenue Radar™: Finding the Right Type of Companies Using Fit Scoring Models
Finding the right type of companies for your product by hand is a cumbersome process that’s error prone and heavily relies on guesswork. With competition at an all time high, B2B sales and marketing teams need a way to automate this process, and replace guesswork with data-driven insights to reach their customers before their competitors…
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Revenue Radar™: An Introduction to AI Targeting
As marketers, we aim to confidently and repeatedly deliver effective campaigns to the best opportunities within our target market – at the lowest possible cost. This means identifying our TAM (Total Addressable Market), developing our Ideal Customer Profile (ICP), and comparing our ICP throughout our TAM to determine which opportunities to focus on, then get…
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Leveraging Artificial Intelligence for Customer Targeting
The best way to answer this question is through a company Fit or propensity model that identifies which of these intent-surging accounts your company is most likely to close. Company Fit or propensity models compare your historical data and ICP against all the profiles within your TAM then use AI/ML-Analytics to algorithmically score them by…
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Improving Sales Territory Management and Planning
Aligning your teams to ensure sales quotas are met has never been easy, and the current environment has only made it harder. If your sales goals are not being met, it may be time to optimize your sales territory management strategy by utilizing all available resources effectively to boost sales productivity. What Is Sales Territory…
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Data Decay: What, Why and How?
People and companies change every day. Companies make acquisitions, people change jobs, and intentions are dynamic. This means your data changes every day – but is your database up to date? Is the data you use to drive your business as accurate as the day you procured it? Data Decay is an issue that every…
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Salesforce Study: Less Complexity, Better Integrations and Immediate Cost Reductions
Pulse and Salesforce surveyed 500 IT leaders across the globe to find out 7 trends and the best practices that are reshaping IT. How are they navigating the data security complexities and pushing forward on their digital transformation goals? What are their winning strategies for retaining talent and resources? And how do they drive innovation…
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Moneyball ABM: Aligning Outbound with Readiness and Engagement
In the last few blogs I discussed how to discover your TAM and assign territories, then how to determine where to focus your sales and marketing efforts by using AI/ML models to score leads and understand who is ready, eager and able to buy your product. We also discussed how to turn the profiles within…
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Moneyball Campaigns: Map and Define Marketing Campaign Segments By Territories
In the last two blogs I discussed how to discover your TAM and assign territories, and then how to determine where to focus your sales & marketing efforts by using AI/ML models to score leads and understand who is ready and able to buy your product. Now let’s look at how to turn the profiles…
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Moneyball Navigation: Map Account Readiness to Your TAM
It’s always that time of year. In sales and marketing we’re always starting a new quarter, ending a new quarter, trying to create demand for the following year or just planning. We always want to start strong and grow better. Assuming you start strong – how do you grow better? How do you outsmart the…
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Moneyball for Sales Territory Management
It’s Q4 for most of us, and this is the time of year when revenue operations professionals spend time understanding and redefining sales territories. Sizing territories alone is next to impossible to do by hand, and the tedious process of narrowing down all of the possibilities is expensive, time consuming, and error prone. Even after…
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How to Double Your Account-Based Marketing Performance
Choosing ABM accounts based on gut or table stakes profiling – like firmographics – isn’t enough anymore. Successful ABM comes down to discovering your TAM, building profiles at the person, account, and buying center levels, and then comparing them against your ICP in order to focus your time and effort on the accounts most likely…
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5 Ways to Use Intent Data for Sales and Marketing
B2B Marketing and Sales leaders are constantly looking for the next innovative method to give them a competitive edge—particularly in driving revenue for their business. If you work in sales or marketing, there probably hasn’t been a day where you have not heard about implementing or operationalizing intent data to target and engage your prospects…
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What is Enterprise Profiling?
As B2B marketers, our goal is to deliver effective campaigns targeted at the best opportunities that exist within our Total Addressable Market (TAM) – at the lowest possible cost. This means identifying your TAM, developing your Ideal Customer Profile (ICP), and comparing your ICP throughout your TAM to determine which opportunities to focus on, then…
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Managing B2B Profiles for Full Funnel Optimization
As B2B marketers, our goal is to deliver effective campaigns targeted at the best opportunities that exist within our Total Addressable Market (TAM). Of course, this means identifying your TAM is the first step. The following steps are – developing your Ideal Customer Profile (ICP), comparing your ICP throughout your TAM to determine which opportunities…
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Martech Interview with Amnon Mishor, Founder and CTO, Leadspace
Leadspace Founder and CTO, Amnon Mishor sheds light on how technology is upgrading the marketing sector and how they are preparing for an AI-Centric world. AI can dramatically improve the world we live in, and we have to shift the general paradigm to that, which requires education and scientific thinking. 1. Tell us about your…
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Moving Beyond Demand & ABM With B2B Customer Data Platforms
In this increasingly complex and dynamic B2B marketing environment, marketers are struggling to keep up with legacy demand and ABM strategies. Cutthroat competition and advancements in AI technologies are driving the need for B2B marketers to take full advantage of any and all tools available to stay one step ahead of their competitors. This means…
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Arming Your Team for the Future of B2B Marketing
In a recent report, The Future of B2B Marketing, Forrester indicated that B2B marketers are going to need to step up their game to meet marketing’s new challenges. Significant changes in buyer behavior, evolving business models, and technological advances in conjunction with a global pandemic are forcing an evolution in B2B marketing from—changing corporate purpose,…
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What is the Difference Between B2B CDPs and B2C CDPs?
With ninety percent of companies either evaluating or deploying a CDP, the question comes up as to the difference between a B2B CDP and B2C CDP. In a recent BrightTalk webinar, Amish Sheth (Leadspace VP, Solution Engineering) explored the capabilities and differences between a business-to-business customer data platform and a business-to-consumer customer data platform. What…
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Taking the Guesswork Out of Sales & Marketing
It’s always that time of year – in sales and marketing we’re always starting a new quarter, ending a new quarter, trying to create demand for the following year or just planning. We always want to start strong and grow better. Let’s assume you start strong. But how do you grow better? How do you…
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Optimizing Account Hierarchy with Leadspace’s Lead-to-Account Matching Maximizes Sales & Marketing Efficiency
Lead-to-Account Matching is an often overlooked capability of Customer Data Platforms. Depending upon volume, routing complexity, and the response time required in your GTM system, seemingly small errors in your pipeline can snowball into serious distractions and missed opportunities. Accurate lead-to-account matching is critical to response times in today’s GTM funnel. It provides a clearer…
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200 Marketers Survey Says…
As we all know, great Marketing is the right balance of art and science. This week let’s take a look at how to use marketing science to free up time for marketing art. Last week, Leadspace participated in the GDS Summit event along with roughly 200 marketing executives to explore how technology is changing the…
