A Beginner’s Guide to ABM and Account Scoring

Alignment challenges between sales and marketing teams have been around for a long time, but there are certain tactics, like ABM, that allow them to come together and work toward a common goal. In many cases, advancements in technology and available data have also enabled these teams to better coordinate their tactical efforts, like account […]

Sales Planning Means Sales Success

When it comes to sales planning, leaders traditionally go with their gut instead of using data to make efficient, equitable decisions. These sales planning decisions are usually based on previous years’ results. They look backward. Without planning that looks forward—using data-driven insights into accounts with the highest propensity to buy—you’re wasting time and money on […]

3 Ways Your Serviceable Obtainable Market Leads to Go-To-Market Success

Your serviceable obtainable market turns a broad GTM plan into decisions you can defend. Here are three ways it pays off.