Lead quality vs lead volume: Why B2B teams are still getting this wrong in 2026
EVENTS THAT ACTUALLY MATCH THE BUYER JOURNEY (Not just your KPIs) Date: 25 July 2025 Let’s get this out of the way: one webinar won’t close a million-dollar deal. No one wakes up, hears a 30-minute panel on “the future of AI in logistics,” and rushes to buy your six-figure platform. Still, somehow, B2B marketing […]
The 2026 Capacity Crunch: Why marketing teams need a new model
THE 2026 CAPACITY CRUNCH: WHY MARKETING TEAMS NEED A NEW MODEL Date: 7 November 2025 It takes ~36 – 47 days to fill a marketing role, in today’s market, while delivery deadlines move weekly. That mismatch is the real capacity crunch of 2026. Budgets haven’t collapsed, but they’ve flatlined at ~7.7% of revenue for a […]
Event Production 2026: The true cost of in-house vs agency
EVENT PRODUCTION 2026: THE TRUE COST OF IN-HOUSE VS AGENCY Date: 6 October 2025 In 2026, event budgets aren’t being “cut” so much as scrutinised. CMOs are still operating at ~7.7% of company revenue, flat year-on-year and well below pre-pandemic norms, which means every line needs to prove impact. Meanwhile, event planners say rising costs […]
Events that actually match the buyer journey
EVENTS THAT ACTUALLY MATCH THE BUYER JOURNEY (Not just your KPIs) Date: 25 July 2025 Let’s get this out of the way: one webinar won’t close a million-dollar deal. No one wakes up, hears a 30-minute panel on “the future of AI in logistics,” and rushes to buy your six-figure platform. Still, somehow, B2B marketing […]
The ABM lie: Why it’s time to kill campaigns and start building experiences
THE ABM LIE: WHY IT’S TIME TO KILL CAMPAIGNS AND START BUILDING EXPERIENCES Date: 1 July 2025 B2B marketers have been sold a dream: that Account-Based Marketing (ABM) is the silver bullet to close bigger deals, faster. The truth? ABM is no longer enough. If you’re still running “campaigns” instead of curating real experiences, you’re […]
The science of launching a new product: What most companies get wrong
THE SCIENCE OF LAUNCHING A NEW PRODUCT: WHAT MOST COMPANIES GET WRONG Date: 23 June 2025 In the high-stakes world of B2B tech, launching a new product is a defining moment, the culmination of months, even years, of strategy, innovation, and investment. Yet, a staggering 45% of product launches are delayed by at least one […]
THE ART OF AUTHENTIC CONNECTIONS: HOW TO BUILD TRUST WITH YOUR PROSPECTS
THE ART OF AUTHENTIC CONNECTIONS: HOW TO BUILD TRUST WITH YOUR PROSPECTS Date: 15 June 2025 For B2B tech marketers battling long sales cycles, skeptical buyers, and mounting pressure to show pipeline impact, the question isn’t “How many impressions did we get?” It’s “Did we earn their trust?” Because in today’s marketing climate, authenticity converts […]
What great partner programs get right
WHAT GREAT PARTNER PROGRAMS GET RIGHT Author: Jeff Ballard, Head of Partnerships Date: 12 May 2025 Let’s be honest, Most partner programs are bloated, slow, and underperforming. There’s too much noise, too many dashboards, and not enough real outcomes. If your partnership isn’t generating measurable growth, it’s not a partnership – it’s an agreement surviving […]
Immersive experiences are taking center stage
Immersive experiences, when well-integrated into your event, can enhance thought leadership rather than detract from it. By providing a unique and engaging way to convey complex information, these experiences can elevate your event’s perceived value. However, it’s crucial to ensure that the immersive elements are directly tied to the event’s core themes and objectives. If […]
Account-based innovation tour: A must-attend event for senior B2B marketing leaders
Companies that adopt an account-based approach throughout their entire Go-To-Market (GTM) strategy consistently outperform those that do not. However, despite the benefits, many GTM leaders have been left to fend for themselves in the wake of significant acquisitions in the market research space. The acquisitions of SiriusDecisions, TOPO, and ITSMA by mega-sized firms have created […]
Better together: ForgeX partnership modernizes event-led growth
At BuyerForesight, we are committed to continuous innovation and delivering exceptional value to our customers. Today, we are excited to announce a strategic partnership with ForgeX, an innovative leader in account-based GTM research. This collaboration is aimed at scaling account-based strategies for event-led growth and will transform how our customers engage with target accounts and […]
The power of community: driving authentic growth and understanding in business
Introduction: Why is creating meaningful connections with your target audiences so hard? Mostly it’s because salespeople and marketers are wired to explain and persuade, not listen. Listening typically starts only when you’re doing sales discovery calls. What if you actively sought out conversations with prospects to understand their priorities long before they decide to speak […]
Boost your events for C-Suite impact
Executive Events Post-Pandemic: How to Stand Out Post-pandemic, there’s been a surge in executive events, with organizations eager to engage the C-level suite. On average, an executive receives 35-40 invitations daily. One CIO noted that if he attended a quarter of these events, he would need to get a replacement. This highlights a common issue: […]
Urgent Insights: Is GenAI your brand’s lifeline or downfall?
Generative AI has revolutionized content creation, customer interaction, and brand building. How will B2B companies evolve their brand-building strategies to stand out in this tsunami of content? The winners will be those companies who know how to leverage AI to free up time for nuanced, quirky, real conversations with customers and prospects. 1. Focus AI […]
The face of growth in 2024 and beyond: A holistic approach for maximizing revenue impact
Introduction: In the evolving landscape of business & marketing, buzzwords come and go, and technological advancements like AI continue to explode. Amidst this constant change, it is crucial to remember that revenue is the ultimate measure of success. While Language Learning Models (LLMs) have provided unprecedented flexibility in content creation and writing, they have also […]
Why prospect research interviews generate better results than sales discovery calls
Recently, an early-stage SaaS company came to us for help with its sales pipeline. They were taking lots of sales discovery calls that weren’t working, and they couldn’t figure out why. We quickly realized that they’d although they thought they had a buyer persona, they really didn’t have the insights to understand what those buyers […]
Mastering B2B sales growth: Using qualitative research calls to refine your sales pitch and boost your pipeline
In case you weren’t already aware, when it comes to B2B tech sales, understanding the needs and preferences of your target audience is crucial to achieving long-term success. Part of that understanding is what helps you develop your sales pitch, one of the most important tools you have. It simply won’t do to have a […]
Qualitative research interviews vs. research surveys: Uncovering insights about your target market
Understanding your target market is essential for businesses looking to succeed in today’s competitive landscape. Market research plays a crucial role in providing the awareness necessary to make informed decisions, develop effective strategies, and tailor products or services to meet customer needs. Think of it as a golden ticket to success in today’s hyper-competitive tech […]
Quality over quantity: Why are we still having this conversation?
In the highly competitive B2B technology landscape, vendors selling complex, expensive software or services face unique challenges when it comes to building a sales pipeline. How do we know? Because we’ve delivered over 800 events for clients in 18 countries to help them do so. While it may be tempting to focus on generating a […]
The power of intimacy: Why small, conversational events outshine trade shows for generating B2B sales opportunities
We recently held a networking dinner for B2B tech marketers on the west coast to discuss The Evolving Archetype of Event Marketing. One of the ideas behind this topic was that, as company budgets and travel plans are on the downswing, ROI from each event marketing initiative grows ever more important. During the conversation, the […]
The peer networking effect: How intimate events build goodwill and strengthen business relationships
During a recent conversation with a senior marketing leader at an AI company, we discussed the benefits of events for their demand gen program. They would go weeks, even months with no contact with subsets of target prospects from either inbound efforts or direct outreach, but as soon as they sent an event invite out […]
Why conversational events build B2B sales pipeline: The power of authentic engagement
We recently hosted a dinner for a client in cybersecurity who needed to get people excited about their sometimes hard-to-understand offering. They knew who they wanted to get in front of, and we got those buyers in the room with them. But that’s not what this story is about…. In the case of this dinner, […]
Engaging senior-level IT buyers: Common mistakes data infrastructure vendors make and how to avoid them
To our B2B tech marketers and salespeople: senior-level IT buyers are constantly bombarded with sales pitches for various data infrastructure solutions, making it all the more difficult for you to effectively stand out from the noise. We know how it is, as does a midsize data lakehouse company based on the west coast of the […]
Engaging CX and marketing leaders: Mistakes to avoid in the crowded customer experience solutions market
In today’s customer-centric business environment, customer experience (CX) and marketing leaders play a critical role in driving success. As vendors of customer experience solutions, it’s essential to understand the unique challenges and priorities these decision-makers face in order to effectively engage them. In this blog post, we’ll explore common mistakes and provide tips in engaging […]
Navigating the congested cybersecurity market: Engaging CISOs and senior cybersecurity leaders
The cybersecurity market is like a teeming ocean of vendors, all begging to be noticed and given a spot on the boat with CISOs and other senior cybersecurity leaders. But the thing is, those execs have heard it all before. How do you rise above the noise? A small Singapore-based cyber company looking to break […]
7 Common mistakes made when engaging senior technology buyers (and how to avoid them)
Engaging senior-level technology buyers is a challenging task for both marketers and salespeople; we’ve seen it time and again for our clients. Fact is, the intricacies of technical decision-making and the pressure to deliver value-driven solutions to these buyers can lead to common errors. For instance, one of our clients in APAC had ambitious sales […]
Rise & fall of a sales opportunity
How Bill Lost a Deal and Won it Back This story is true. The names have been changed to protect the guilty. Part one: Chasing the suspect Bill sells data cataloging software. He had a named account list of 25 financial services accounts. He had a sense of the sorts of challenges these companies shared […]
The AI trap
AI is Magic! (Actually, no) Can artificial intelligence solve the hard problem of finding your next customer for you? We all WANT this to be true, because it would be truly game-changing. In fact, we want it so much that we’re willing to accept “black box” solutions that claim to be able to discern buying […]
Sorry, that’s not sales intelligence
Terms like “sales intelligence” and “actionable insights” get tossed around a lot, and frankly, most of it is BS. There are some big, respected data companies claiming that they offer sales intelligence to power account-based sales campaigns. Just query their database and like magic they’ll show you a list of people who have a certain […]