B2B Sales and Marketing teams, in particular, absolutely love buyer data – they depend on it to do their jobs! Unfortunately, most companies are failing to use it to its potential. The goal is usually to use buyer data to determine who might want their product, but a company’s data is often such a mess that they only experience the bare minimum their buyer data has to offer. But, they understand how valuable it is in such a competitive environment, so much so that companies spend thousands, even millions of dollars accumulating data from various third-party data vendors – trying to get more an ..read more

When it comes to tools, everyone appreciates the ones that work, and usually that means they are easy to use. Unfortunately, analysts report that at any time, 25%+ of our business software is actually shelfware. Shelfware refers to software or technology solutions that have been purchased by a business but are not actively used or adopted. If you’ve bought useful tools from major software companies, you’ve probably fallen victim to the promises of what software can do, then realized that actually implementing it was too difficult and slow to end up using it. Additionally, you’ve probably bough ..read more

If you’re involved in enterprise-level B2B sales and marketing, you know that in order to compete, you’ll need a Customer Data Platform (CDP) to maintain the massive amount of buyer data that goes into data-driven decision making. If you’re still trying to decide which CDP is best for your company, you’re in luck, because Forrester has been evaluating and scoring your options to help you figure it out! In Forrester’s The B2B Customer Data Platform Landscape, Q3 2023 report, their analysts explored the B2B CDP landscape and key factors that would go into their evaluation. In their 29-criterion ..read more

Identity resolution is the unsung hero in GTM ROI. Fundamental to any sales & marketing endeavor is knowing who that buyer is – and what role they play in any buying team. It’s the difference between flying blind and flying smart.  Whether or not you have a strong identity resolution framework is the main factor in determining and authenticating your knowledge of your buyer. What is Identity Resolution? Identity resolution is quite plainly the ability to resolve from a ton of data signals the identity of a buyer – who they are, who they work for.  It’s the science of connecting t ..read more

As B2B marketers, we aim to deliver effective campaigns targeted at the best opportunities within our Total Addressable Market (TAM) – at the lowest cost. Doing this successfully starts with creating complete, accurate, dynamic and unified buyer profiles of people, accounts and buying centers so we can properly prioritize and target opportunities with data-driven assurance that we’re delivering the right message to the right people at the right time. Unfortunately, building robust buyer profiles is a complex, cumbersome process – and it usually isn’t cheap. It takes a village of data to popula ..read more

As B2B marketers, our goal is to deliver effective campaigns targeted at the best opportunities that exist within our Total Addressable Market (TAM) – at the lowest possible cost. This involves identifying our Total Addressable Market (TAM), developing our Ideal Customer Profile (ICP), and then comparing our ICP throughout our TAM to determine which opportunities to focus on. Doing this successfully starts with creating complete, accurate, dynamic, and unified profiles of people, accounts and buying centers so we can properly prioritize and target opportunities with data-driven insurance that ..read more

Today, we’re excited to report that Leadspace has once again achieved numerous awards from G2 in 2023. We earned eight new G2 high performer badges across three categories: Customer Data Platforms; Sales Intelligence; and Lead Routing in the Enterprise Grid Reports and the Enterprise Americas Regional Grid Reports for Fall 2023. In addition, Leadspace was again awarded the highest Quality of Support product rating as well as the Easiest Doing Business With in the Lead Scoring category. Quarterly, G2 highlights the top rated solutions in the industry, as chosen by the source that matters most ..read more

An engagement scoring model is often the signature move for a demand generation team – and they’ve been around for a long time in the marketing world. Most campaign teams use them as a way to understand when a “lead” is ready to be routed to sales. Some teams use simple off-the-shelf models from their marketing automation platform and others develop sophisticated models that include other predictive signals to weight the scoring so that the right companies or buyers have a lower activity threshold before they are sent for follow up. Sounds simple right? But the scoring model actually represent ..read more

A persona refers to a representation of a user or buyer segment that is created to better understand and design for the needs, behaviors, and preferences of that group. Persona creation is common in fields like marketing, user experience (UX) design, and customer service. It’s especially useful in sales and marketing when it comes to prioritizing leads for content marketing or sales engagement campaigns. Knowing someone’s persona allows for significantly more effective outreach. It’s much easier to customize your messaging when you know the person’s roles, capabilities and expertise. Knowing s ..read more

Identifying the best leads is essential for any company’s success as it helps focus resources and efforts on prospects most likely to become customers. In marketing, we have limited resources (employees, money, time) – we rarely have the ability to “spray and pray” with our sales & marketing efforts. Going at the wrong person before they’re ready is time-consuming and expensive, and can ultimately hurt you in your ability to successfully reach them down the line when they actually are ready for your product. Either hit the nail right on the head the first time or you’ll set yourself backwa ..read more