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 […]
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 […]