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Building B2B Buyer Profiles
The goal? 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 that we’re delivering the right message to the right people at the right time. Unfortunately, building robust buyer profiles is a complex, cumbersome process – and it usually isn’t cheap.
Meanwhile, your data is decaying. Data decay is an issue that every company faces – especially after the pandemic. As the business environment restructures itself in the post-pandemic era, a new symptom is spreading among companies: millions of workers are quitting their jobs. People and companies change constantly. Companies make acquisitions, people change jobs, and intentions are dynamic. This means your buyer’s data changes every day – but does your database reflect that? Is the data you use to drive your business as accurate as the day you procured it? Historically, achieving that high-quality, up-to-date B2B buyer data has been much easier said than done.
Latest Articles
Article
What Should a Seller Look For on a Prospect's Profile Before You Reach Out?
You open a prospect profile, skim the headline, copy the name, and fire off an email. Ten minutes later you forget who they were.
That habit costs you meetings. A profile holds more signal than most reps ever pull from it. Tenure, title changes, group membership, the way someone describes their own work, all of it tells you whether this person owns a problem you solve.
Effective linkedin prospecting starts with reading before writing. Below is what to look for, in what order, and how to turn each detail into a line that earns a reply.
Article
A RevOps checklist for GTM data confidence
You run revenue systems that depend on trust in the data. When that trust drops, routing breaks, scoring slips, reporting drifts, and execution slows. Data hygiene stops being a cleanup task and becomes a revenue control point.
That shift matters more now because your go-to-market motion runs across more systems, more signals, and more stakeholders. According to Forrester’s State of Business Buying, 2024, 13 people are involved in the average B2B buying decision, and 89% of purchases involve two or more departments. Your data model needs to support buying groups, not isolated leads.
If you own RevOps, data hygiene and enterprise data management set the floor for every downstream workflow. This checklist helps you pressure test that foundation and fix the weak points before they affect pipeline, conversion, or forecast quality.
Sidekick
Article
How Do You Find a Prospect's Email Address for Free?
You found the right person. Their title fits. Their company fits. Now you need their email address, and you have no idea where to start.
Most reps end up in the same loop. They try a few email format guesses. They run a Google search. They open two or three tools that promise free lookups and hit a paywall after the first result. Twenty minutes gone, and you still have nothing verified.
There is a better way to find an email address free of the guesswork and the wasted time. This post breaks down what actually works, what wastes your time, and how the sharpest reps get verified contact data without paying for a seat on a legacy platform.
