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…
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…
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…
The Big A-ha The surefire way for B2B Sales teams to focus on their highest-value prospects is by using a combination of True 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…
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…
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…
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…
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…
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…
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…
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…
“Do more with less” is the theme of the year if you’re in B2B Sales or Marketing. In this new era of efficient growth, B2B companies are looking to meet pipeline and revenue goals with smaller budgets and headcounts. In this post, we take a look at what drives waste in the outbound sales process…
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…
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…
Over the last year, we’ve had the privilege of working with leading B2B SaaS companies in driving efficient growth and improving their GTM productivity. In this post, we’ll share how we’ve partnered with the Sales and Marketing teams at FireMon to more than double their outbound effectiveness. FireMon improves security operations that will in turn…
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 DeepInstinct, Esper, Hiya, Carrot Fertility, iSpot, and more have helped shape the Relevvo product. Here’s the next post in our series where we share some of these gathered…
Today, we’re thrilled to welcome Scott Swanson, VP of Demand Generation at iSpot.tv. Scott is a veteran startup marketing executive currently running the demand generation and marketing operations functions at iSpot.tv. He is responsible for all demand channels plus the tools, processes, and reporting systems required to measure and improve marketing’s impact on the business….
Today, we’re thrilled to interview Jori Maurer, who leads the Go-to-Market team at Uplevel, overseeing their Marketing, Sales Development, and Customer Success teams. She also manages all the HR initiatives at Uplevel – including their transformation to a 4-day work week. Jori joined Uplevel when the team was still in Stealth mode and has built…
We’ve had the privilege of working with some of the most cutting-edge and accomplished SDR leaders in SaaS over the last year. These leaders and their teams at fast-growing companies like Esper, Hiya, Carrot Fertility, Amperity, iSpot, and more have helped shape the Relevvo product. Here’s the next post in our series where we share…
We’ve had the privilege of working with some of the most cutting-edge and accomplished SDR leaders in SaaS over the last year. These leaders and their teams at fast-growing companies like Hiya, Esper, Carrot Fertility, Amperity, iSpot, and more have helped shape the Relevvo product. Here’s the next post in our series where we share…