This glossary provides clear definitions of key terms used in pipeline management and lead generation, covering sales cycles, qualification stages, and marketing tactics. It simplifies complex concepts like MQLs, SQLs, ABM, and pipeline conversion rates, making it easy for sales and marketing teams to follow best practices in generating and closing deals.
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B2B sales is challenging, now more than ever. Tightening budgets, economic uncertainty, and an increasingly competitive landscape mean sales teams must be more strategic than ever in how they generate and sustain momentum. In a recent Cyber Runway session, Tom Glason, CEO of ScaleWise, shared insights on optimizing B2B sales strategies. With over 20 years of experience in B2B tech and leadership roles across startups and scaleups, Tom provided a roadmap for improving sales processes, from effective discovery calls to engaging product demos.
Continue readingKim Gusta’s Content Alignment Model offers a structured approach to optimising content for specific business goals, from generating leads to improving SEO. It maps content types to objectives, helping organisations strategically align their messaging to maximise impact. This guide explores the model, its applications, and the value it brings to content marketing strategies.
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