The Cost of Losing

When can you celebrate a 30% success rate? For one, if you’re a premiere hitter in the baseball Hall of Fame. For two, if you’re on a world-class sales team. That’s about it.

No other field has a tolerance for a 70% (or higher!) failure rate. Certainly no other org in a successful business would get away with that success rate, let alone celebrated for it.

But we all know that losing comes with the sales territory… or so we have come to believe, because sales is hard. There are so many reasons why an AE might fail to close any given prospect that we practically expect failure more than two-thirds of the time. All that losing, however, comes at a cost. A cost that can be mitigated by knowing which prospects to go after—and which ones not to swing at. This report breaks it all down for you, and gives you guidance on how to shore up your strategy.

Break through the noise: 6 steps to building stronger demand

Every digital channel out there is saturated with marketing messages, making it difficult for you to stand out and capture your audience’s attention. If you’re running on a lean budget, it’s even more so.

With odds stacked against you—noisy channels, rocky economic climate—it’s tempting to focus purely on lead gen. But when you lose sight of your holistic demand gen strategy, you’re giving your competitors an open lane to pass you. That’s something you can’t afford.

Instead, implement tactics and strategies that will optimize your current lead gen efforts while fueling your long-tail game for success. This step-by-step guide will help you do both by showing you how to

  • Refine your ICP and identify companies that *actually* match it
  • Use exegraphic data to build campaigns messages that resonate
  • Measure your aim
  • And more!

Grow your pipeline and gain market share during a downturn

When the economy starts to dip, it’s natural to adjust goals and plans to “maintenance” levels while you ride out the storm. But, here’s the thing: If your competitors are playing defense, there’s an opportunity for you to go on the offense. 

Downturns can be revenue growth opportunities for forward-thinking organizations. It’s not about investing more money into a volatile market. It’s about building a strategy focused on—and investing the resources you have with—precision.

This guide will show you how leading companies use exegraphic data to fuel growth. It covers how to

  • Build a better ICP with exegraphic data
  • Improve your targeting
  • Take a SWAT-style strategy to market expansion
  • Stay ahead of churn by identifying early signals
  • And more!

The ultimate guide for upgrading your content syndication campaigns

Great marketing takes time. And while there are no shortcuts to running successful campaigns, there are a few things you can do to give your content syndication program the boost it needs to create more pipeline.

First, start with this guide that includes insights we’ve gained and best practices we’ve developed syndicating content for some of the world’s most recognized corporations: IBM, Lockheed Martin, Dell, Microsoft and others. You’ll discover exactly what you need to do to create high-quality content and a strong content syndication strategy that drives measurable results, including:

  • The secrets behind great content
  • Proven tactics to drive prospects to take action—and what pitfalls to avoid
  • How to make sure you’re targeting is laser-accurate

Sharpen your targeting with the power of exegraphics


RevOps leaders like a good challenge—but times are particularly tough right now. Optimizing every channel—maximizing the efforts of every team member and every dollar—requires almost surgical precision. It’s not enough to rely on broad strategies that are bound to pull in a few good leads. Companies need to invest their resources on the right targets. “Almost-fits” are not close enough. Not anymore.

To enable higher-quality pipeline, your teams need to find the best-fit prospects with the highest propensity to engage. And, that starts with identifying true lookalike targets and getting more strategic about how you approach them.

Learn how exegraphic data—insights into how companies operate—can help you do just that.

Solving the first-mile problem for strategic market development


Generating a pipeline of targets that match your ICP is a manual, time-consuming and—let’s be honest—random process. Guesswork becomes your strategy and can leave you with leads that clog your funnel, like that one deal that’s going to close any day but never does.

That’s why it’s so important to get the first mile of sales right: getting the right prospects into the funnel. After all, if you don’t, every step you take after is wasted.

Find out how you can quickly identify which accounts you should target—even before they 
show intent.

Exegraphics change everything


A lot of companies prospect by looking for targets that have specific demographic characteristics. But, how can a company’s industry tell you whether they’re really a great fit for your product or service? Or that they’ll have a high propensity to engage?

Your team needs and deserves more than firmographics. Your team needs exegraphics, the deep signals into how a company does business. Exegraphics capture the nuance that reveals why a target is the best fit, so you can uncover high-quality prospects at scale. Exegraphics provide insights like:

  • Technology adoption: Early vs. late adopter
  • End user focus: B2C vs. B2B
  • Where work gets done: On-site vs. remote
  • And more!

Learn more about exegraphics and how you can use them to better understand and find your targets.