If a company is only willing to innovate after seeing someone else succeed in the same endeavor, it's not genuinely at the forefront of innovation. We know that the best innovators are customer obsessed because they don't think of themselves as a product that solves a problem. They think of…
In the race towards modernizing go-to-market strategies, B2B firms often lose sight of what truly propels growth–the customer. If you've nodded in agreement to buyers’ behavior shifts, the tangle of tech consolidation to drive efficiency, and the explosion of new GTM motions; it’s time to pause. Amidst all this talk…
There are too many people who can do things if they're told what to do, but won't make a decision. And there are plenty of people who get paralyzed in the analysis before making a decision, but just analyzing isn't enough to make an informed decision. You've got to get…
Intent data never should have been called "intent." We don't know if it means intent, but we do know it's a signal of interest. Experts like Kerry Cunningham and John Miller are saying look at intent data at the account level to know when and where to direct your resources,…
The push for improved margins is nothing new. However, it's becoming increasingly clear that in order to do that, isolated strategies and individual efforts aren't going to cut it. Sales leaders are recognizing not only the necessity to collaborate cross-functionally, but the enormous gains from leveraging other departments' knowledge to…
An impressive 72% of professionals reported they can identify when multiple leads from the same organization engage with their content, and more importantly, they adapt their approach to these accounts accordingly. This makes us wonder, why is the other 28% still running outdated strategies? We know that buyers are really…
Identifying which leads are worth pursuing is critical for long term success, but what if we told you almost none of them are? This may seem counterintuitive in a world where numbers often define success. At its core, effective lead management is rooted in not quantity, but the quality of…
We all know it, sales is almost always an unstructured workflow. All sales leaders have the responsibility of managing constant change, but are you leveraging research and data to build that structure? In this new era of efficient growth, alignment is more critical than ever to keep up with changing…
The way today's B2B buyers are actually buying has changed dramatically in the last few years, leaving many B2B companies with out of date and out of sync go-to-market strategies. The good news is we finally have the research and data-back behavior insights to update GTM strategies with the modern…
🔊 You heard that right, AI isn't the biggest thing happening in tech right now. It's consolidation. Whether it's because of overlapping features, lack of adoption, or simply budget, companies are taking a hard look at their tech stack to see what they can live without and still reach their…
Before the pivot into efficient growth, and even before AI, the field of B2B sales has been seriously transformed in the last few years. B2B buying behavior has shifted, away from meeting with sellers and toward anonymity. There has been an unprecedented rise of different GTM motions; account-based, product-led growth,…
Pillar one of the new B2B growth playbook: growth goals and priorities. It may seem obvious at first, without a target what are we working towards? But the way the old playbook sets goals creates blind spots for marketers and their companies. The old playbook was rooted in growth at…
A customer-centric model is critical for new-technology vendors. Without user-feedback in early stages, well-intentioned innovations may fall short of real-world customer needs. The absence of an efficient feedback loop can make the difference between efficient growth and a growth-bottleneck. Tune in with Scott Albro, co-founder and CEO of Goldie.ai, and…
Golden advice from Aaron Ballew to kick-off your week. Regardless of where you are in your career, mentorship is an invaluable resource everyone should take advantage of. For those in director, executive, or C-level positions, it's easy to lose sight of the simple solutions buried under day-to-day complexities. 🖥️ Check…
Stories of ascent and success don't get more compelling than those penned in the high-stakes environment of the Chief Marketing Officer (CMO). We’re taking an honest look at the path to becoming a B2B CMO, followed by a deep discussion about what it takes to be successful as you enter…
Why should businesses shift focus from the old 'growth at all costs' playbook to the more nuanced approach of 'efficient growth'? What's the lowdown on leveraging technology, data, and AI to supercharge your B2B sales and marketing? Striving for not just growth, but efficient growth in the competitive landscape of…
People have the right to anonymity, but companies don't. Roll up that data at the account level to optimize use of that data, anonymous or not. Co-host John Common and guest Jon Miller dive into how to use data to support and enable your core strategy in Pillar 5 of…
Use your SDRs well, and they will be a driving force. It's time we adapt to the way buyers are buying today, and start using SDRs to enable buyers–not just sell to them. Listen to the full conversation with Lane Brannan and John Common about the true role of a…
A lot of marketers don't give enough credit to is the fact that a strong brand makes your demand perform better and the vice versa. A weaker brand means your demand performs worse. Great brand = amazing demand gen results. #demandgen #GrowthStrategy #B2Bgrowth #brandbuilding #GTM2024 #B2BMarketing Our guest, Jon Miller,…
How do you create a certified growth rocket? With strategy, pipeline, data, and people. #GrowthDriver #CRO #B2BGrowth #B2BGTM Lane Brannan started as a bag carrying Sales rep, grew to a sales manager, then head of sales, and now, a multi-time, successful CRO in technology companies across SMB mm and enterprise…
A lot of marketers don't give enough credit to is the fact that a strong brand makes your demand perform better and the vice versa. A weaker brand means your demand performs worse. Great brand = amazing demand gen results. #demandgen #GrowthStrategy #B2Bgrowth #brandbuilding #GTM2024 #B2BMarketing Our guest, Jon Miller,…
Everyone is talking about how the Old B2B Growth Playbook isn’t working any more and it’s time to learn a smarter, more efficient New B2B Growth Playbook. We see and feel it. We’re living it. But What are the real differences? And how do you make that shift? We’re going…
When the game is changing this much, this fast -- it’s important to step back and make sure you’re not stepping over dollars to pick up nickels. Find out what to expect for #GTMgrowth in 2024 in this episode of Growth Driver with guest Craig Rosenberg. #2024trends #b2b #AIhacks #growthhacking…
To really understand engagement in your market, sales and marketing need to align on top of funnel data. One organization = one funnel. Lane Brannan, EVP and GM at Pax8, joined us on Growth Driver to talk about the true role of a modern CRO in today's B2B landscape. Check…