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When it comes to building a high-performing go-to-market strategy, one of the most important – and most overlooked – foundations is a clearly defined Ideal Customer Profile (ICP). Too often, SMEs try to sell to “everyone”
The 3% Rule and the Challenge of Market Segmentation Not every company in your target audience is ready to buy. In fact, only 3% of your total addressable market is actively searching for a solution
Introduction: AI Agents Are Transforming GTM Strategies AI adoption in B2B marketing and sales is skyrocketing—75% of B2B companies are either currently using or planning to implement AI in their GTM strategies. Yet, many teams
Introduction: The Evolution of ABM Account-Based Marketing (ABM) has always been about precision. Instead of casting a wide net, B2B marketers focus their efforts on high-value accounts that fit their Ideal Customer Profile (ICP). But despite
Marketing and sales teams pour thousands into campaigns, tools, and lead generation—but without the right strategy, much of that investment goes to waste. In fact, companies waste an estimated 26% of their marketing budget on ineffective
The Problem: Intent Data Isn’t Driving Sales Marketers and sales teams are investing heavily in intent data to identify in-market buyers. But despite the promise of accelerated pipeline growth, many companies still struggle to turn these
Sales and marketing teams are under increasing pressure to hit revenue targets while navigating complex buyer journeys. With B2B buyers conducting most of their research before ever speaking to a salesperson, traditional outreach strategies often fall
Did you know that only 27% of leads are actually sales-ready when they first enter your funnel? (Source: MarketingSherpa) That means the majority of leads need careful nurturing before they convert—yet too many marketing and sales
Buyer intent data has become a critical tool for identifying prospects and closing deals faster. Intent data provides insights into a potential customer’s readiness to buy, helping businesses prioritise leads and target their efforts more effectively.
Most Sales and marketing leaders know that intent data has the potential to enhance their strategies. These insights reveal which companies are actively searching for solutions, giving you the perfect opportunity to engage. But here’s the
