LeanData

Ready to leave MQLs behind but not sure how? 🙋♀️🙋♂️ It may be time to turn to Buying Groups. With a Buying Group Motion, you'll improve your marketing and sales alignment and enable Sales to focus on fully qualified Opportunities. Say hello to efficiency and better outcomes. 🔥 Want to continue the conversation with Jon Miller, Kerry Cunningham, Evan Liang, and Alice Walker? Join the Buying Groups Leaders LinkedIn Group 🤝 https://lnkd.in/g2U2VVMN Watch the full webinar on demand ➡️ https://bit.ly/3wtkoTy #MQLs #BuyingGroups #OpportunityMotion

As B2B companies transition from 2020’s spending spree to 2023's spending cuts, these four GTM efficiency trends emerged in 2024... 1️⃣ Shifting from GTM Predictability to GTM Adaptability 2️⃣ Moving from Tech Consolidation to Tech Optimization 3️⃣ Morphing from AI Replacing Humans to Making Humans More Efficient 4️⃣ Evolving From ABM & Lead-Centric Motions to Opportunity-Based in Buying Groups Learn how to make your GTM motion more efficient 👉 https://bit.ly/3zMpBXN #GTM #Efficiency

Watch the full webinar on demand ➡️ https://bit.ly/3wtkoTy

Did you know you can automate ALL kinds of alerts in LeanData? ICYMI, check out 12 ✨ automated alerts ✨ you can do in LeanData. ⬇ Have a favorite? Let us know in the comments. 👀 #PLG #Automation #Ops

There are six fundamental issues with MQLs 👇 1️⃣ Lack of insight 2️⃣ Poor buying experience 3️⃣ Wasted marketing investment 4️⃣ Leaky sales funnel 5️⃣ Longer sales cycle 6️⃣ Low conversion rates If not MQLs, then what? A Buying Group motion based in Opportunities is the logical next step. Read the full blog on Salesforce Ben to learn about the problems with traditional models and how a Buying Group motion plays out in processes and technology 👉 https://bit.ly/3Lrmibg #OpportunityMotion #ABM #MQLs

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If someone asked about LeanData... 🫶

One of the most frequent questions about Buying Groups is: “How do we adopt a buying group motion?” Where should you begin? 👀 For B2B organizations using account-based marketing (#ABM), transitioning to a Buying Group motion is a natural evolution. This approach shifts focus from the Account object to the Opportunity object, offering deeper insights into how the account is performing. At its core, a B2B Buying Group motion centers on revenue, not just routing. Discover the four phases in detail here ➡ https://bit.ly/4cVpBDa #BuyingGroups

💡 The role of SDRs in GTM motions is evolving as AI begins to take on some of their functions. But what does this mean? AI tools are boosting human efficiency without fully replacing us. Companies are automating workflows like never before, thanks to fast LLMs and no-code workflow builders. According to the State of GTM Efficiency report, revenue teams are investing in platforms that: 🤖 Automate sales communication with AI 🤖 Create targeted content on the fly 🤖 Apply buyer intent data 🤖 Remove friction from the customer journey 🤖 Engage customers across channels While AI is expected to impact SDR functions the most, high-consideration B2B purchases still need excellent human interaction. As Brian Birkett, Chief Sales Officer at LeanData says: "People buy from people." Ready to learn more? Check out the full Report 📚 https://bit.ly/3KFKJB7 #StateofGTM #Efficiency #AI

Today I spoke about the new sales and marketing motion around Buying Groups on behalf of LeanData at Pavilion GTM EMEA Summit in London. I kicked off the session with an anecdote about a closed/lost deal when I was CMO at another company. We lost to a refrigerator. Some person with financial influence decided that was a more important purchase the fridge than the software. Had we known that Mr. or Ms. Refrigerator was an influencer in this Buying Group - we could have run all of our plays differently! Steak galore! But you gotta let your people know! How? Buy our software! Thank you Pavilion for the opportunity to speak. It’s a great time for GTM.