Field notes from the front lines of B2B demand.
New thinking every day on demand generation, ABM, intent data, AI orchestration, and the revenue plays moving real pipeline in 2026.
Intent Data Strategy: How to Build a Revenue-Driving Engine
Learn how top B2B marketing leaders are moving beyond basic signals to build a sophisticated intent data strategy. Drive pipeline, shorten sales cycles, and scale.
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Switched from MQLs to Sourced Pipeline. Here's What Changed.
We killed our MQL goal and moved to a sourced pipeline model. This isn't just about metrics, it's about changing how marketing and sales collaborate, measure, and win.
Attribution Got Us Bad Pipeline, Learn From My Mistake
A quarter of disappointing pipeline taught me a hard lesson about B2B attribution. It's not just about clicks, it's about connecting intent to revenue.
Salvaging Reply Rates: How We Rebuilt Our SDR Cadence
Our SDR reply rates tanked by 60% in a month. Here’s a detailed breakdown of the exact changes we made, the tools we used, and the results we saw when rebuilding our outbound.
Intent Data: The Unspoken Realities for Marketing Leaders
Intent data promises a lot, but vendors often gloss over the hard truths. As a marketing operator, I'll share what they don't tell you about integrating, activating, and scaling intent for real pipeline.
Scaling ABM: More Accounts, Same Signal Quality
Moving from 1:1 to 1:few ABM? Don't let your signal decay. Practical advice on tech, tools, and processes from a marketing ops veteran to maintain quality.
Beyond the Whitepaper: What Really Gets Enterprise Buyers
Tired of content that falls flat with enterprise buyers? This post cuts through the noise, revealing the content types and engagement signals our team uses to move deals.
RevOps: Translating Forecasts Beyond the Pretty Dashboard
Marketing and sales forecasts often don't align. RevOps acts as the crucial translator, bridging the gap with data and process to drive revenue clarity.
Our AI Outreach Mistake That Crushed Our Domain Reputation
I screwed up our domain reputation with AI outreach. Learn how a seemingly smart automation turned into a deliverability nightmare and what we did to fix it.
Stop Blaming MQLs: Your Funnel Leaks at SQL, Period.
Marketing thinks MQLs are the problem. Sales blames lead quality. The truth? Your demand gen funnel leaks at SQL, not MQL. Let's fix it.
My Secret to 90% Pipeline Forecast Accuracy
Struggling with wildly inaccurate pipeline forecasts? I’m sharing the exact, detailed pipeline review ritual that transformed our projections from guesswork to reliable numbers.
Efficiency Over Spend: Our 30% Cut, No Pipeline Loss
We slashed paid ad spend by 30% and maintained pipeline. This isn't about magic, it's about disciplined measurement, account focus, and ruthless optimization. Here’s how we did it.
The Ops Leader Conundrum: Ditching Generic Outbound
Your standard outbound plays flop with Ops leaders. They're wired differently. Stop pitching features and start talking about their strategic headaches and data.