The case for embracing a higher CAC
Growth minded companies should stop obsessing about CAC reduction. Here's what to do instead.
Latest
Market segmentation in B2B: Here’s how I segment to win more customers. Template included
Segmentation is how you win in an increasingly competitive market in B2B. Here's my step-by-step process. Template included at the bottom of this article for subscribers.
How to launch a high-impact ABM campaign on a shoestring budget
Learn how to start a high-impact ABM campaign on a small budget with scrappy strategies, actionable steps, and measurable outcomes.
Marketing Planning and Forecasting: A Playbook for B2B Marketing Leaders
Learn how to master planning and forecasting featuring Emily Kramer with actionable strategies, dynamic models, and growth frameworks for B2B marketing leaders.
Paid Ads Without the Chaos: Why Operations Are the Secret to Staying Sane
Unable to scale paid campaigns? Discover the secret to running paid ads without losing your mind — streamline operations, track the right metrics, and build systems that scale demand generation with precision.
Meeting conversion rates vs. Holiday snooze: Which industry is still converting?
December is a funny month. One minute, you’re firing off follow-ups like your quota depends on it (because it does), and the next, your inbox is filled with “I’m out of office, back January 6th”. But not everyone’s checked out. In fact, some industries are quietly making
The Quality Paradox: Why Top-Performing B2B industries Are Qualifying Less and Converting More
At first glance, B2B sales data often seems to follow a predictable script: the more leads you qualify, the more deals you close. But the numbers from December 10th reveal a fascinating twist — a quality paradox. Some of the top-performing industries are qualifying fewer leads but converting those leads into
How one industry had zero no-shows while others lost 419 meetings
What's worse than a "no"? A "yes" that turns into an empty virtual meeting room. When we analyzed 6,428 meetings from last week across 15 industries, we discovered that 419 of them ended in no-shows. That is: * 419 no-shows out of 6,428
The Holiday Paradox: Why a 24% drop in demo requests reveals an opportunity most B2B companies miss
When analyzing the Thanksgiving week data, we expected to see the typical holiday slowdown. The initial numbers confirmed this: demo requests dropped from 11,569 to 8,742 – a steep 24.4% decline that would make any revenue leader nervous. But as we dug deeper into the conversion metrics, we
Running ABM campaigns? Personalize your buyer’s experience beyond the landing page
Personalizing landing page for ABM is table stakes today. In this playbook, we’ll cover how you can go beyond and personalize the scheduler and even the thank you page.
HubSpot Reports to measure SDR to AE outbound meeting handoffs
Here are 4 HubSpot reports to measure outbound meetings and your SDR to AE handoff efficiency.
Weekly form and lead conversion trends: November 18, 2024 to November 24, 2024
With Thanksgiving weekend around the corner, many B2B companies may start noticing a seasonal slowdown. As decision-makers shift their focus toward the holidays, it’s a good time to take stock of where the momentum is coming from. So, which industries are driving qualified demo requests as we head into
Playbooks
The buddy system: Route meetings to a ramping rep and their buddy
Use this playbook to route a meeting to a ramping sales rep and pair them with their buddy. It's the easiest way to give your new rep exposure without hurting your routing logic.
Playbooks
How to increase meeting conversions from LinkedIn lead gen ads?
Want to book more meetings from your LinkedIn Lead Gen ads? This playbook covers two tactics you can implement today.
Reports
Weekly form and lead conversion trends: November 11, 2024 to November 17, 2024
This is personal for me. As a marketer, every time I pulled numbers for our weekly pipeline sync-up calls I’ve always wanted to compare how we were doing compared to others in our industry. But it wasn’t enough to know yearly averages. Because yearly averages are too outdated
Playbooks
How to automate lead enrichment & route to the right rep?
Automate lead enrichment and routing with Apollo + RevenueHero — get fully qualified prospects to the right rep instantly.
Playbooks
How to use n-gram analysis to increase Google Ads conversions?
Use this playbook to run an n-gram analysis to get hidden information about your Google Ads conversions. It's the easiest way to drive more conversions, cut costs, and optimize your B2B paid campaigns.
Playbooks
How to automatically create a deal after a qualified meeting is completed
Automate deal creation every time a qualified meeting happens and save your sales reps 20 minutes after every single qualified meeting.
Marketing
3 tactics to improve lead-to-opportunity conversion rates
Three ways to increase opportunity conversion rates? Focus on high-intent buyers, ditch meaningless metrics, and make it easy for prospects to book meetings right away. Read on to learn how.
Playbooks
How to automate “Meeting Canceled” alerts and win back prospects with follow-up emails?
Turn canceled meetings into win-back opportunities with automated alerts and follow-up sequences. This playbook shows you how to set up workflows that keep your team informed, nurture leads, and maximize every chance to re-engage.
Playbooks
How to automatically match a lead to their account owner
Looking to match a lead with their account owner and have the meeting routed to them? This playbook is just for you.
Marketing
Top demand generation tools for you to drive leads and pipeline in 2025
Every B2B marketer’s job is to drive demand, create leads for the sales team, and help sales close deals. These demand gen tools help you do just that.
Marketing
4 Salesforce reports for demand-gen marketers to track meeting outcomes
If you’re a marketer trying to connect meeting outcomes to campaigns, here are 4 reports you should use today.
Marketing
How to Create an ABM Campaign That Doesn’t Fail: A Step-by-Step Guide
People often ask what it takes to create a winning ABM campaign. In this blog post, we flipped the coin and looked at all the things that could go wrong and how to fix them.