Resources & Insights

Inheriting a subpar CRM system often leads to fragmented data due to siloed efforts; rather than attempting to salvage flawed data, conducting a regression analysis on past successes and rebuilding the system from scratch can offer a more robust solution.

Managing parent-child relationships in Salesforce requires leveraging account hierarchy, role hierarchy, and territory management to prevent ownership conflicts, enhance collaboration, and ensure data integrity across different market tiers.

Contact-level technographics revolutionize ABM for technical sales by identifying 60 million engineers and developers, mapping their expertise through GitHub, LinkedIn, Stack Overflow, and Kaggle, and enabling hyper-personalized engagement based on real-world coding activity.

AI is killing email marketing and Live in Person Events are so Back.

Live event marketing is making a powerful comeback, with brands like AWS, Salesforce, and Workday using ABM strategies to maximize attendance, engage high-intent buyers, and drive better ROI from roadshow events.

Tagging is the next evolution of B2B sales intelligence, moving beyond static job titles to identify real decision-makers and influencers based on expertise, engagement, and industry signals.

Selling to franchise networks presents a massive opportunity for multi-location deals but also significant challenges in data fragmentation and entity resolution, requiring AI-powered tools to accurately map ownership groups, prioritize high-value accounts, and streamline sales efforts for scalable revenue growth.

The shift from activity-driven to focus-driven sales KPIs emphasizes quality over quantity, prioritizing intentional, outcome-oriented work to drive better results and improve both efficiency and the buyer experience.

Despite Clay's impressive growth and partnerships, its $1.25B valuation on $30M ARR raises serious doubts about sustainability, drawing parallels to past overhyped tech valuations like Hopin.

Moving from account-level intent to contact-level intent is like upgrading from a vague treasure map to a GPS-guided hunt—B2B teams finally know who to target and why, instead of just guessing.