Sales has always been a numbers game. You have probably heard it a gazillion times from sales trainers, account managers, revenue leaders, and their grandmothers. As summed up by George W. Dudley in his book, The Psychology of Sales Call Reluctance, “success in sales is determined by the number of
In the past, personas were often fictional characters based on intuition. Today, it is dynamic, verifiable data, which has proven to transform business outcomes. A buyer persona is not just an abstract marketing exercise for marketing collateral; it’s a structure & data-driven process for modeling your ideal customer. Done correctly,
When digital marketing first began, lead qualification was more of a more art than a science, relying on intuition and manual list-scrubbing. Many leads were unqualified, wasting up to 50% of their time on unproductive prospecting. This wasted time could have been avoided by focusing more on the science of
For those familiar with the Software as a Service (SaaS) industry, you likely recall the days when buying software was akin to securing a mortgage. First, there was a demo, then a discovery call, followed by a proposal and legal consultation, with a proof of concept later on, and perhaps
Lead generation is a familiar yet overused term within virtually every B2B organisation. However, if you were at our table with a CMO, SDR leader, RevOps leader, and you, we wouldn’t be discussing simply “leads.” We would be asking deeper, more probing questions like: What is the
Originally launched as a simple, intuitive, and user-friendly CRM software, Pipedrive has since evolved into a comprehensive sales and marketing platform—with features that can enable your business to manage the entire customer journey lifecycle in one unified platform. From generating leads to closing high-ticket sales, you can leverage
We are living in the era of buzzword-driven marketing. The fancier the term and the more AI it has, the better it’s going to be… Or, is it? Lead scoring is no new concept. It is a simple rule-based system that takes into account a prospect’s business details
Did you know that businesses that implement ABM initiatives see a 97% increase in ROI as compared to those employing other traditional marketing strategies? That is the power of account-based marketing! Marketing in 2025 has evolved far beyond spray-and-pray techniques; in fact, consumers today expect personalisation, targeted
The future is cookieless! No, we don’t mean actual cookies. We are talking about digital cookies—the little snippets of code marketers can use to track user behaviors once they visit a certain website—specifically, third-party cookies. But what does this mean? Most web browsers are phasing out the usage
