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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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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 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 Choose a B2B Customer Data Platform. Achieving Actionable Insights with CDP Decisioning.
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.
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 […]
