Category : Best Practices

  • From Static To Dynamic: Data You Can Actually Use

    Leadspace dynamic data

    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

    Leadspace Customer data platform

    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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  • Do You Really Need the Best Identity Resolution & Active Profiles Available?

    Leadspace identity resolution

    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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  • Getting Robbed by Data Vendors? Get Best-in-Class B2B Buyer Profiles for 50% Less!

    leadspace CDP

    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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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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. […]

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  • Revenue Radar™: Finding the Right Type of Companies Using Fit Scoring Models

    ai driven segmentation

    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

    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 […]

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  • 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.

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • Managing B2B Profiles for Full Funnel Optimization

    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). 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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  • 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 […]

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  • Arming Your Team for the Future of B2B Marketing

    Leadspace customer data platform

    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?

    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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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. […]

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