When SDR Meetings Don’t Convert, Don’t Blame the Sequence
Here’s the scenario. The pipeline projections look healthy at creation. The meetings are on the calendar. The SDR hit quota. Then the quarter closes and the numbers are short, and the post-mortem lands in the same place it always does: the sequence wasn’t tight enough, the pitch needs work, or the reps need coaching. None […]
When Everyone Has AI, Where Does Competitive Advantage Come From?
On October 6, we launched our Contextual Intelligence Platform. Here is why I think this launch matters to you. Every customer I speak with is investing in AI to improve GTM productivity and ultimately exceed their revenue growth plans. The speed of adoption is astonishing. Teams are using AI to research accounts, score opportunities, build […]
Best Sales Intelligence Platforms and Tools for B2B GTM Teams in 2026
Sales intelligence tools have become the connective layer between a company’s technology footprint, its buying signals, and the reps trying to act on both before a competitor does. B2B teams evaluating this category in 2026 aren’t comparing contact databases anymore. They’re comparing how well each platform turns technographic, intent, and spend data into an account […]
The List Isn’t the Strategy: Why Account Prioritization Fails on Paper
Account prioritization sounds simple until someone in a budget meeting asks why these specific accounts made the list and not the others. For most growth marketing managers at commercial and mid-market B2B SaaS companies, the honest answer is uncomfortable: nobody built a real one, they just kept working the list they inherited. This post covers […]
Why Sales Teams Miss Quota: The Selling-Time Gap Behind Top- and Bottom-Performing Orgs
Ask a sales manager why their team missed quota last quarter and the answer almost never starts with “our reps aren’t good enough.” It starts somewhere else: the list was too long, the accounts weren’t ranked, half the day went to figuring out who to call before anyone actually called them. That gap between top- […]
Demandbase Alternatives: Which ABM Platforms Actually Explain Their Scores?
Teams shopping for Demandbase alternatives are usually past the “what is ABM” stage. They already run Demandbase, or they’ve sat through the demo, and now they’re asking a sharper question: when this platform tells a rep an account scored 87, can anyone say why? That single question, more than price or feature count, is what’s […]
Share of Wallet Analysis: A Framework for Finding Expansion Revenue in Existing Accounts
Share of wallet tells you how much of a customer’s total category spend your company actually captures, and for most B2B revenue teams, that number is lower than the pipeline reports suggest. Growing it does not require new logos or a bigger addressable market. It requires a repeatable way to size what an account already […]
Account Scoring Benchmarks: What Data Actually Predicts Which Accounts Convert
Most B2B teams run an account scoring model already, but few can say with confidence which inputs in that model are actually earning their keep. Firmographic fit, technographic signals, buyer intent, and behavioral engagement all get scored, yet they do not predict conversion equally well, and some barely predict it at all. This piece looks […]