5 Ways to Use Intent Data for Sales and Marketing | Leadspace
B2B leaders always strive to better and more efficiently target and engage their prospects. Explore the most common ways to drive sales and marketing using intent data.| Leadspace
B2B leaders always strive to better and more efficiently target and engage their prospects. Explore the most common ways to drive sales and marketing using intent data.| Leadspace
Create accurate, unified buyer profiles with enriched data to target the best opportunities in your TAM. Optimize sales & marketing with seamless data integration.| Leadspace
In the last few blogs I discussed how to discover your TAM and assign territories, then how to…| Leadspace
Identity Resolution is the unsung hero in GTM ROI. Fundamental to any sales and marketing endeavor is knowing…| Leadspace
Leadspace’s B2B Customer Data Platform supports end-to-end customer acquisition by collecting, unifying, and segmenting market data. Find out how.| Leadspace
Clean. Complete. Connected. In today’s revenue environment, dirty data equals lost revenue. Leadspace’s Data Management solution helps B2B…| Leadspace
Identity Resolution: The Key to Customer Data Value (in partnership with CDPI) Fragmented data limits your understanding of…| Leadspace
The Role of AI Scoring in Winning the Dark Funnel In today’s crowded, high-velocity B2B landscape, timing is everything. It’s not enough to know who your ideal customers are. You need to know when they’re ready to buy – and engage them before your competitors even know they’re looking. The traditional lead funnel doesn’t give […] The post AI Scoring: Finding In-Market Accounts Before Your Competitors Do appeared first on Leadspace.| Leadspace
You know your B2B solution is perfect for a company – but you’re struggling to get your foot in the door. Maybe you’ve spoken to a few people who are interested, but none of them can actually sign the deal. Why? Because you haven’t identified the full buying group. And let’s be honest – identifying […] The post Unlocking Buying Groups: How B2B Hierarchy Mapping Reveals the Real Decision-Makers appeared first on Leadspace.| Leadspace
If your CRM data isn’t ready, your AI efforts will fail before they start. The good news is that you don’t need to overhaul your tech stack.| Leadspace
With Leadspace’s Corporate Families MAP you can automatically clean up, dedupe, unify, update, map and explore the company…| Leadspace
AI is transforming how B2B go-to-market (GTM) teams work – from predictive lead scoring and personalized outreach to dynamic territory planning and intelligent routing. It’s no longer a futuristic concept; AI is here, and it’s promising to make GTM teams faster, smarter, and more efficient. But there’s one giant catch… Before you plug in AI […] The post Is Your GTM Team Ready For AI? appeared first on Leadspace.| Leadspace
When B2B teams buy data from multiple vendors, they’re often buying more problems than solutions. Each source delivers disparate, disconnected data – fragmented across systems, inconsistent in format, and difficult to trust. Before any of it can be operationalized, it must first be unified, enriched, and synchronized across your tech stack. And that’s where the […] The post Disconnected Data Driving Your GTM? Here’s What It’s Costing You. appeared first on Leadspace.| Leadspace
Switching data vendors isn’t just about finding a new source of contact information – it’s about aligning your entire go-to-market engine.| Leadspace
10 Missed Opportunities You Need to Capture Before Your Competitors Do Most B2B teams think they know their Total Addressable Market. But if you’re still relying on static lists, outdated firmographics, and gut-feel targeting – you’re leaving money on the table. Here’s the uncomfortable truth:If your TAM isn’t segmented, enriched, prioritized, and dynamically maintained, then […] The post The Hidden Revenue Inside Your Total Addressable Market (TAM) appeared first on Leadspace.| Leadspace
It’s not a volume problem. It’s a speed, quality, and alignment problem. And it’s one you can solve – today.| Leadspace
If you’ve been involved in sales prospecting, you understand the cost of pursuing a bad lead or company…| Leadspace
Alignment is missing across most B2B organizations. We believe it will fall on RevOps or tight coupled sales and marketing ops teams to take the lead in turning Go-to-Market (GTM) efforts across organization into a team sport. CMOs and CROs will be responsible for tearing down the walls between sales and marketing.| Leadspace
In B2B revenue teams, there’s an invisible enemy draining your budget, wasting your reps’ time, and quietly sabotaging your pipeline. That enemy is dirty data. You might not see it day to day – but you feel it: It’s not just frustrating. It’s costly. According to multiple studies, up to 23% of your B2B database […] The post How Dirty Data Silently Kills Your Pipeline (and What to Do About It) appeared first on Leadspace.| Leadspace
In B2B, success starts with focus. And that focus begins with a clearly defined and intelligently prioritized Total Addressable Market (TAM).| Leadspace
Not all engagement is scored the same. For example, if someone clicked on an email they might only receive a few points, whereas if they downloaded high-value content they’d receive several points. And if they asked to be contacted by a sales person – the so-| Leadspace
Leverage Predictive Fit, Persona and Intent models, along with your own engagement scoring, for true TAM-to-opportunity prioritization.| Leadspace
In B2B marketing, there’s one brutal truth: if you’re not the first to respond to a prospect’s inquiry, chances are you won’t get the deal.| Leadspace
Predictive Fit models enable us to go beyond reliance on subjective sales insights, static firmographic data, or potentially noisy intent data. Ultimately, when you analyze your own business you quickly realize that your opportunity conversion funnel follows the 80/20 rule - where about 20% of your prospect accounts leads to 80% of your wins and revenue.| Leadspace
Take your standard profiling capabilities to the next level by determining which buying centers, accounts or people to focus on based on their likelihood to buy your product. This allows you to segment your TAM by predictive Fit, Intent, and Persona scores, then bring in your 1st party engagement to find the right companies and people to pursue within them.| Leadspace
Our artificial intelligence based predictive scoring models can increase your sales team’s close rates by over 6x. Learn more.| Leadspace
Use this checklist to evaluate your organization’s readiness across five core pillars| Leadspace
Three out of four B2B sales and marketing teams rely on intent data to prioritize ABM outreach. Intent…| Leadspace
As sales and marketing leaders seek to maximize efficiency and ROI, AI scoring models have become a game-changer in identifying, ranking, and prioritizing opportunities across the Total Addressable Market (TAM). But there’s a critical caveat: your AI is only as good as the data it’s fed.| Leadspace
Build strong processes for identity resolution, lead-to-account matching, enrichment, and signal capture. Then layer on AI with confidence. When your data is clean, complete, and connected—AI doesn’t just work. It wins.| Leadspace
Technographic data—information about a company’s technology stack, tools, and software usage—has become a crucial asset in B2B sales and marketing. This data allows businesses to gain insights into a prospect’s technological environment, helping them tailor their outreach and offerings to match the prospect’s needs with the products and solutions they offer.| Leadspace
Intent data enables hyper-personalized outreach by revealing the company, buying team via metro area and then pinpointing a prospect’s specific areas of interest. Sales and marketing teams can use this data to craft messaging that speaks directly to the pain points and topics a prospect is actively researching.| Leadspace
Know who is looking to buy and reach them first. Prioritize your outreach by knowing who is in the market now. Company Intent gives you a quick move on which companies are looking for you or your competitors.| Leadspace
Once you’ve determined your ICP and discovered your Total Addressable Market (TAM), it’s time to decide which leads to pursue. To determine where to focus your sales and marketing efforts, you need a way of scoring your leads across your TAM by their propensity to buy your product or service. Before you consider buying behavior, CRM data, feedback, discovery process, channel analysis and continuous refinement, you need a place to start. If you start with buyer behavior, you might spend mo...| Leadspace
Enterprise Profiling models compare historical data & ICP against all profiles in your TAM & use AI to score them by a variety of buying signals| Leadspace
The B2B Buyer Graph is a predictive lead scoring software that delivers the best lead to account matching results while saving on data costs. Learn more.| Leadspace
Leadspace helps your sales team discover new white space opportunities, enrich marketing data, and find closeable business using lead-to-account matching. Learn more.| Leadspace
ABM starts by selecting high-value accounts that are likely to yield high ROI. Once these accounts are identified, hierarchy mapping comes into play by revealing the internal structure and key stakeholders within each target account.| Leadspace
What would it take for you to confidently and repeatedly deliver effective B2B sales and marketing campaigns to…| Leadspace
Today marks an important milestone for Leadspace, our customers, our data suppliers and our GTM partners. We are…| Leadspace
2024 Gartner® Critical Capabilities for Customer Data PlatformsThe CDP solutions you should consider this year Find out how…| Leadspace
Reach out – We’re here to help. Leadspace can help you and your team find, create, and prioritize closeable business.| Leadspace
Introducing Market Activation Packs: Fast Fix for Unproductive CRMs Leadspace B2B Market Activation Packs (MAPS), are the industry’s…| Leadspace
Hierarchy mapping reveals the organizational structure, showing how various roles and departments are connected.| Leadspace
Learn more about how you can arm your sales and marketing teams with the dynamic B2B profiles they need to Go-To-Market, check out the Identity Resolution Guide. Being able to resolve identities and associate data to the correct buyer profile is critical for any solution offering you dynamic B2B data.| Leadspace
Thoughts, tips and best practices for B2B Sales and Marketing. Insights from industry professionals to help you excel.| Leadspace
Not updating your buyer profiles is a huge mistake in a world of data-driven decision making, where all of the decisions you make depend on having accurate, complete and up-to-date data. Even the best predictive AI models will point you in the wrong direction if the data being analyzed isn’t correct. Simply put, if you want your sales and marketing teams to have the tools they need to reach out and close business, you need to give them buyer profiles that are dynamically updated.| Leadspace
Traditionally, salespeople will search around their sales list for the companies that showed standard intent and guess at who would be good to reach out to by eyeballing job titles, not even knowing if the titles are correct and up to date, which ones have already been lit up by their sales/marketing teams, or which regions these intent signals are coming from.| Leadspace
As B2B marketers, our goal is to deliver effective campaigns targeted at the best opportunities that exist within…| Leadspace
Now that you’ve figured out your total addressable market and estimated the size of a particular market, what kind of guardrails should you use for putting together your go-to-market strategies? Without guardrails, a company might chase after every potential lead or opportunity and waste time and money pursuing dead ends. First, you need to determine the right company. This involves using your historical first-party data to develop an Ideal Customer Profile (ICP), then comparing it througho...| Leadspace
Sales territory planning is one of the most important components of an organization’s go-to-market strategy. Frequently, sales leaders overlook territory planning as a catalyst for growth. Planning takes time, but right before the start of a new fiscal year or quarter, there’s often not enough time. It is also frequent to find organizations applying cookie-cutter or equal spread logic to the process of carving out territories in hopes of being fair or democratic to all the sales reps. How...| Leadspace
Answer: Of course you do! Sales & Marketing teams know that targeting customers with incomplete and siloed data…| Leadspace
As B2B marketers, our goal is to deliver effective campaigns targeted at the best opportunities that exist within…| Leadspace
A persona scoring model uses AI-analytics and machine learning to determine the best personas for you to target. Persona models leverage standard or custom persona profiles to score the existing database and inbound leads based on their closest match. Persona models enable you to find net-new contacts within accounts and identify the right buyers for your product.| Leadspace
People and companies change every day. Companies make acquisitions, people change jobs, and intentions are dynamic. This means…| Leadspace
Offering your perfect solution to the right company, the ready company, the right person, and the ready person allows you to provide the personalized touch and near frictionless sales and marketing efforts that lead to trusting and long-lasting business relationships.| Leadspace
Assigning sales territories fairly and effectively can be challenging. Explore these fives steps designed to make sales territory management easier. Learn more.| Leadspace
A persona model uses AI-analytics to determine the best people for you to target. Persona models leverage standard and/or custom-built profiles to score the existing database and inbound leads based on how well they match your product’s buyer or buying team and historical success.| Leadspace
Without understanding hierarchies, we can’t piece together all the players in an account’s buying team or buying group. Unfortunately, manually mapping hierarchies at scale isn’t realistic. We also can’t rely on job titles alone to identify decision makers as the buying power of a particular title can vary significantly between companies| Leadspace
Without dynamic updating, static datasets might contain redundant information, leading to inefficiencies in storage. Keeping multiple versions of static data can increase storage costs and complexity. Duplicate records can cause complications internally and lead to a higher cost of storing less operationalizable data.| Leadspace
Time kills all deals – when you’re finding that your reps are assigned the wrong lead, time and effort is wasted to various degrees as they pursue the wrong lead until the mistake has been realized. Additionally, switching reps part way through outreach can cause confusion, miscommunication and poor reporting for that lead’s sales cycle. Furthermore, marketing can’t get credit for a lead until they successfully route the lead.| Leadspace
If you’re part of a sales or marketing team, then you’re used to leveraging numerous systems full of…| Leadspace
Because the effectiveness of data-driven decisions depends on the quality of the underlying data (unified buyer profiles), a perfect score in this category is extremely significant. When your buyer profiles are backed by the best identity resolution available, it becomes much easier to discover and explore hierarchical structures with global, domestic and subsidiary ultimates. Identity Resolution is at the heart of every successful B2B GTM strategy.| Leadspace
Can our data keep up? That’s the question B2B sales and marketing operations executives need to ask when…| Leadspace
While most sales and marketing teams feel inclined to pursue data-driven decisions, it’s clear that many haven’t been seeing the results they’ve expected from various solutions. They’re losing trust in their data because they haven’t had the chance to truly experience the power of their data. While I would never wish these problems on anyone, it was very encouraging to hear that the most common data problems people face are the very ones that Leadspace aims to address with our appro...| Leadspace
Having a single, comprehensive view of your customer data in one place makes it significantly easier to effectively target the right people at the right time with personalized campaigns. Sales and Marketers must automate the process of resolving identities and mapping their buyer data to the correct account, while keeping it all up-to-date.| Leadspace
The problem is that databases from most vendors are static. They reveal the data at that specific moment in time, then expect us to manually amend it with new data constantly. This is a serious point of pain for sales and marketers. Beyond outdated buyer data, sales and marketing generally work off of different siloed data without a single source of truth. Marketing might send a lead to sales, only for sales to see in their system that the lead doesn’t seem to match their ICP and put it on ...| Leadspace
When it comes to tools, everyone appreciates the ones that work, and usually that means they are easy…| Leadspace
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.| Leadspace
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 the growing volume of person identifiers to a single individual as he or she interacts across channels and devices. In other words, Identity Resolution is the process of accurately associating data (or buying signals) with the specific people who interact with your business.| Leadspace
Marketing effectiveness is measured by how well a company’s marketing strategies increase its revenue while decreasing its costs…| Leadspace
