The Evolved Model for ABX Campaigns

The Big A-Ha CMOs need an evolved approach that balances demand creation and demand capture in generating pipelines through the ABX motion. Why It Matters The current intent-heavy ABX approach is underperforming, and CMOs are running out of time to fix this as they face increasing pressure to drive growth to get valuations back up. …

10 ICP Boardroom Questions for CMOs and CROs

The Big A-ha B2B CMOs and CROs can expect to field a host of questions about their Ideal Customer Profile (ICP) in upcoming board meetings. Why It Matters By being prepared with answers to the ICP questions that we share here, CMOs and CROs can put their best foot forward and position their organizations for…

ICP Mastery: The “Unfair Advantage” of Top Sales Leaders

The Big A-ha Expertise in Ideal Customer Profiles (ICP) and the creation of tailored approaches gives top Sales performers an “unfair advantage” over the typical Seller. Why It Matters Understanding this unfair advantage can help all Sales leaders improve their conversion rates and make their quota. Go Deeper: Elements of the “Unfair Advantage” Top sales…

4 Active ICP Signals Revealed by Relevvo Machine Learning

The Big A-ha Machine Learning can be a game changer for B2B companies looking to target their Active ICP accounts. Why It Matters In their quest to drive efficient growth, B2B companies are struggling to identify the Active ICP companies that most need their solution and then engage with buyers at these companies with the…

Busting 5 Common ICP Myths

The Big A-Ha False beliefs around the value of ICPs create barriers to revenue growth by preventing strategic focus. Why It Matters By debunking the 5 biggest ICP myths, companies can target the customers that should be priorities for predictable efficient growth. Going Deeper: Symptoms Your ICP Needs Work An ICP serves as a guide…

7 Deadly Signs You Have An ICP Problem

The Big A-Ha Defining your Ideal Customer Profile (ICP) is critical for effectively targeting, acquiring, and retaining valuable customers. Why It Matters Without an accurate ICP, Sales and Marketing teams lack a shared focus and risk targeting poor-fit customers that will not generate sustained, profitable growth. This is particularly risky in the era of Efficient…

How a Crisp ICP Definition Drives Growth: Jake Braly of Krisp.ai

We have the privilege of working with some of the most cutting-edge and accomplished GTM leaders in SaaS. These leaders and their teams at fast-growing companies like Deep Instinct, Esper, FireMon, iSpot, Krisp.ai, and more have helped shape the Relevvo product. Here’s the next post in our series where we share some of these gathered…

Why Your Active ICP is Essential for Efficient Growth

The Big A-Ha B2B companies are struggling to drive efficient growth because they lack a shared, data-driven, and actionable framework for targeting across the Sales and Marketing teams. Why It Matters This lack of a targeting framework means that companies struggle to engage and convert their highest-value prospects. This is because they:  The result is…

Using Active ICP and Intent to Drive Efficient Growth

The Big A-ha The surefire way for B2B Sales teams to focus on their highest-value prospects is by using a combination of Active ICP and Intent data. Why It Matters With smaller teams and budgets, B2B teams need to focus on their highest-value prospects to maximize their chances of success. The account selection approach with…

Why Working Intent Accounts is Frustrating Sellers

The Big Idea Prospecting accounts based on intent alone is frustrating Sellers because intent signals don’t consistently mean that: Why It Matters With the new focus on efficient growth, Sales teams are focusing on a smaller set of accounts. Some companies are picking this smaller list of accounts based on intent alone. Unfortunately, we often…

Building a Strong Partnership with Sales: ABM Lessons from Deep Instinct

We have the privilege of working with some of the most cutting-edge and accomplished GTM leaders in SaaS. These leaders and their teams at fast-growing companies like Deep Instinct, Esper, Hiya, iSpot, and more have helped shape the Relevvo product. Here’s the next post in our series where we share some of these gathered insights…

Prospecting Waste is Holding Back Your Efficient Growth

The Big A-ha Your Sellers suffer 14+ hours of waste every week in the prospecting process, which is negatively impacting your growth. Why it Matters: The Negative Effects of Waste This prospecting waste is leading to lost revenue opportunities, increased costs, lack of measurability, and burnout in your team. “Do more with less” is the…

How AI Can Help B2B Businesses Create an Improved Ideal Customer Profile

Sales and Marketing teams need the path of least resistance to achieve their revenue goals in this new era of efficient growth. Focusing on companies that are the best fit for your solution, typically called your Ideal Customer Profile (ICP), is this path of least resistance.  A well-defined ICP can help you focus your Sales…

Addressing Key Challenges in Applying AI for B2B Sales Teams

If you’re a B2B Sales Leader, it’s critical that you develop an AI strategy to help make your team more efficient and effective in 2023 and beyond. In this series of posts, we aim to demystify the application of AI to B2B Sales.  In our first post, we explored the B2B Sales patterns that make…

Developing an AI Strategy for Your Sales Team

Artificial Intelligence (AI) has the potential to transform the productivity and output of your sales team. That said, AI is a means to an end and not the end itself.  So, when you think about an AI-first strategy you need to start with your strategy and then identify the use cases where AI could have…

Common Use Cases for Applying AI to B2B Sales

Artificial Intelligence (AI) is poised to revolutionize the B2B Sales function in 2023. While Generative AI has captured the imagination of Go-To-Market teams, the impact of AI will go much beyond LLMs such as ChatGPT, Bard, and LaMDA.  In our last post, we explored the B2B Sales patterns that make it a great fit for…

How Artificial Intelligence (AI) is Revolutionizing B2B Sales

ChatGPT and Generative AI have been the toast of the town for the last few months, with Large Language Models (LLMs) poised to change how we interact with foundational web technologies like Search. These technologies have also captured the imagination of B2B Sales and Marketing teams, who see in them the potential to generate more…

Your Most Valuable B2B Buying Signals for 2023

In this post, we break down how GTM teams can reduce risks associated with revenue and pipeline generation by focusing on their most valuable B2B buying signals. We start by sharing insights on how the B2B buying process has changed in the new era of Efficient Growth. We then detail how GTM teams can adapt…

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