Category : B2B

  • Are You Wasting Your Salespeople’s Time? Apply Weighted Engagement Scores in Marketing

    Leadspace b2b customer data platform, engagement scores

    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 […]

    Read More

  • AI Persona Scoring – When Job Title Guesswork Doesn’t Work

    Leadspace persona score

    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 […]

    Read More

  • 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 […]

    Read More

  • Are Your Leads Worth Pursuing? Throw Most of Them Out!

    Find the right quality leads with Leadspace

    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 […]

    Read More

  • Relying on Intent Data Alone: More Harm than Good?

    leadspace b2b customer data platform

    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 […]

    Read More

  • Revenue Radar™: Finding the Right Buyers with Engagement Scores

    audience engagement

    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 […]

    Read More

  • Revenue Radar™: Finding the Right Type of Buyer Using Persona Scoring Models

    Leadspace persona scoring for go to market

    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 […]

    Read More

  • Revenue Radar™: Finding the Right Company Using Intent Scoring Models

    Leadspace intent model, customer data platform

    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. […]

    Read More

  • Revenue Radar™: An Introduction to AI Targeting

    Leadspace Revenue Radar Ideal customer profile

    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 […]

    Read More

  • Leveraging Artificial Intelligence for Customer Targeting

    Leadspace predictive artificial intelligence sales marketing

    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 a variety of buying signals to determine their propensity to buy your product right now – as well as indicating whether or not they’re likely to buy in the future.

    Read More

  • Improving Sales Territory Management and Planning

    leadspace sales territory plan

    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 […]

    Read More

  • Data Decay: What, Why and How?

    Leadspace B2B Customer Data platform

    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 […]

    Read More

  • Salesforce Study: Less Complexity, Better Integrations and Immediate Cost Reductions

    b2b Leadspace customer data platform

    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 […]

    Read More

  • Moneyball ABM: Aligning Outbound with Readiness and Engagement

    Leadspace customer data platform

    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 […]

    Read More

  • Moneyball Campaigns: Map and Define Marketing Campaign Segments By Territories

    Leadspace B2B customer data platform, sales territory

    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 […]

    Read More

  • Moneyball Navigation: Map Account Readiness to Your TAM

    Leadspace b2b customer data platform

    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 […]

    Read More

  • Moneyball for Sales Territory Management

    leadspace b2b customer data platform

    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 […]

    Read More

  • How to Double Your Account-Based Marketing Performance

    Leadspace customer data platform, Enterprise profiling

    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 […]

    Read More

  • 5 Ways to Use Intent Data for Sales and Marketing

    leadspace b2b customer data platform

    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 […]

    Read More

  • What is Enterprise Profiling?

    Leadspace customer data platform

    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 […]

    Read More

  • Moving Beyond Demand & ABM With B2B Customer Data Platforms

    Customer data platform, leadspace, account based marketing

    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 […]

    Read More

  • What is the Difference Between B2B CDPs and B2C CDPs?

    Leadspace B2B CDP, customer data platform

    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 […]

    Read More

  • Taking the Guesswork Out of Sales & Marketing

    Leadspace B2B customer data platform

    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 […]

    Read More

  • Optimizing Account Hierarchy with Leadspace’s Lead-to-Account Matching Maximizes Sales & Marketing Efficiency

    Leadspace b2b customer data platform

    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 […]

    Read More

  • 200 Marketers Survey Says...

    Leadspace b2b cdp, customer data platform

    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 […]

    Read More

  • Revenue by Design: Creating Closeable Inbound Lead Flow

    leadspace b2b customer data platform

    As a leader in the Forrester Wave, Leadspace is fortunate enough to meet with hundreds of companies every quarter who are looking to tackle sales & marketing challenges. Typically, the challenges fall into 4 categories – profiling, targeting, campaigning, and closing. Let’s take a look at one of the most interesting customer use cases with […]

    Read More

  • Revenue by Design: Grow Better in 90 days or Less

    leadspace b2b customer data platform

    Why is it that Forrester Research finds that 90% of B2B companies are either implementing or looking to implement a CDP? This is an astonishing statistic. It’s surprising because most people question themselves with respect to what a Customer Data Platform (CDP) really is and whether they could describe it to their colleagues. Here are […]

    Read More

  • How to Choose a B2B Customer Data Platform. Walking the Walk Through Our Execution Roadmap.

    leadspace, b2b customer data platform

    Keeping your word is arguably one of the most accurate measures of integrity and gives insight into the level of trust someone can put in you – the same goes for companies. However, when it comes to companies, especially within the B2B technology industry, carrying out a plan to deliver a promise and meet customer […]

    Read More

  • How to Choose a B2B Customer Data Platform. Is your Market Strategy Aligned with Your CDP’s?

    leadspace, b2b, customer data platform

    Market strategy is always an interesting topic to me as a product and go-to-market professional. Most often I think about it from the point of view of the company strategy rather than from the perspective of the customer. After all, it’s about how your company penetrates a market right? The phrases “actions speak louder than […]

    Read More

  • How to Choose a B2B Customer Data Platform. Our Vision is All About Enabling Your Mission

    Leadspace B2B customer data platform

    A platform vision starts with the scope of the company, the product itself and the ecosystem that is built to enable a thriving market. It’s a description of the essence of the product: what are the problems it is solving, for whom, and why now is the right time to build it. A Product vision […]

    Read More

  • How to Choose a B2B Customer Data Platform. Boost Sales & Marketing Op. Efficiency with Seamless Application Integration.

    leadspace, b2b customer data platform

    Marketing & sales operations systems are multifaceted, occupying across databases, channels and applications. Odds are that your team is using dozens of applications, each requiring different operational parameters. This brings us back to the challenges of leveraging siloed data and sharing scores and updated profiles in applications like CRM, bots, etc. While both are cumbersome […]

    Read More

  • How to Choose a B2B Customer Data Platform. Know Your GTM Metrics & Data Inside & Out.

    b2b customer data platform, Leadspace

    Low conversion rates from campaigns, high email bounce rates, and poor pipeline velocity are symptoms of a bigger problem – poor data health. Inaccurate, inconsistent, missing, or incomplete data can all negatively impact your bottom line and muddle most other sales and marketing metrics you are trying to optimize. Being able to evaluate your data’s […]

    Read More

  • How to Choose a B2B Customer Data Platform. Achieving Actionable Insights with CDP Decisioning.

    Leadspace, b2b cdp, better decisions

    Over the last few blogs, we have moved through the process of building out and fueling your CDP, but how do you analyze high-volume data to derive and prioritize those most actionable insights to accelerate business outcome and maximize ROI? How do you determine your next best action? Which segments should you focus on? Which […]

    Read More

  • How to Choose a B2B Customer Data Platform. Better Segments. Better Activation. Better Decisions.

    Leadspace Customer data platform, b2b cdp, marketing technology

    In the last three blogs in this series, we discussed how to get your data together to fuel great buyer profiles and then how to use AI/ML-driven identity resolution to match incoming leads and changing buying signals with each of the profiles. Now let’s look at how to turn those profiles into actionable segments to […]

    Read More

  • How to Choose a B2B Customer Data Platform. Achieving Better Unified Buyer Profiles.

    Leadspace Customer data platform, b2b cdp, marketing technology

    In the last two blogs we’ve discussed how to get the best data together to drive complete, accurate and easily managed buyer profiles. Sales & Marketing teams know that targeting customers with incomplete and siloed data is tricky at best. Having a single, comprehensive view of your customer’s data in one place makes targeting the […]

    Read More

  • Stop creating self-fulfilling prophecies: How to apply AI to small data problems

    leadspace, customer data platform

    Over the past decade or so, the digital revolution has given us a surplus of data. This is exciting for a number of reasons, but mostly in terms of how AI will be able to further revolutionize the enterprise. However, in the world of B2B — the industry I’m deeply involved in — we are still experiencing a […]

    Read More

  • How to Choose a B2B Customer Data Platform. Better Data Sources mean Better Decisions.

    Leadspace Customer data platform, b2b cdp, marketing technology

    As we all know, buying signals come in many shapes and from many sources.  In last week’s blog we discussed how to bring them all together to create buyer profiles at the account, buying center and contact level. Now let’s look at how to practically source all of this data easily while understanding how you can […]

    Read More

  • How to Choose a B2B Customer Data Platform. Better Data Integration means Better Decisions.

    Leadspace Customer data platform, b2b cdp, marketing technology

    Complete buyer profiles at the account, buying center and contact level are critical. This starts with leveraging your ongoing 1st party data with a variety of 3rd party data to create profiles (or a full buyer data graph) — combining what you know about the customer with what the world knows about the customer — […]

    Read More

  • Leadspace Ranked a Leader in the Forrester New Wave: B2B Standalone Customer Data Platform Q4 2021

    Forrester New Wave b2b CDP

    Today marks an important milestone for Leadspace, our customers, our data suppliers and our GTM partners.  We are one of three companies that is ranked a Leader from the more than a dozen select companies that Forrester invited to participate in its Forrester Wave™ evaluation, The Forrester New Wave™: B2B Standalone CDPs, Q4 2021. If […]

    Read More

  • Forrester Says the Need for More and Better Data Is Driving CDP Adoption

    Point cloud graphic

    What’s new in Forrester: New-Tech Customer Data Platforms, Q3 2021 It’s been over two years since Forrester last published the Forrester New Wave™: B2B Customer Data Platforms, and a lot has happened since then. At the end of last month, the newest version of The Forrester New Tech: Customer Data Platforms, Q3 2021 was released. […]

    Read More

  • From Customer Data to Customer Intelligence: The Evolution of the B2B CDP

    Leadspace Customer data platform, b2b cdp, marketing technology

    If you’ve read more than a handful of marketing blogs, you’ve likely come across the phrase “a 360-degree view of the customer.” That’s the ideal for every marketer and sales rep, right? The more you know about your customers, the more likely you are to use your time and effort wisely when engaging those customers. […]

    Read More

  • 7 B2B Lead Scoring Best Practices for 2021

    Hand turning dial from traditional method to predictive method

    Generating a ton of leads for your B2B company seems great…until you realize that those leads aren’t turning into opportunities at rates anywhere near where they should be.  This is a common issue B2B companies have been battling for a while now. Almost a decade ago, Marketing Sherpa’s B2B Marketing Benchmark Report revealed that 61% of […]

    Read More

  • B2B Segmentation vs. B2C Segmentation: A Look at the Differences

    Person moving figurines on table

    What’s the difference between marketing for a B2B company and a B2C company?  While some might argue that the lines are blurring, we think there are still some key differences.  One thing that sets the two apart is in the way you approach your target audience. B2C businesses tend to focus on appealing to their […]

    Read More

  • How to Use Intent Signals: 4 B2B Marketing Tips

    What if there was a way your sales team could be notified when an account was ready to be pitched your product or service? It sounds too good to be true, so it probably is…right? Not exactly. There are already B2B companies boosting their revenue with timely targeting. And it’s all thanks to intent signals. […]

    Read More