Richard Jones

Today marks a HUGE launch for Demandbase, and it's not Account-Based. Introducing Buying Group Marketing 2.0. In 2025, the biggest technology leap GTM teams can make in order to grow revenue faster is adopting Buying Groups. BGM is the new ABM. The challenge, till now, is the difficulty in setting up, identifying, and measuring buying groups. That’s why Demandbase is announcing a set of features that make Buying Groups much easier to implement - that bring Buying Groups to the masses. 👇 Buying Groups have always been superior to Accounts alone. Not everyone in an account is relevant to the sales cycle. There are more people involved in a sales cycle than ever. The same accounts can purchase multiple products. Focusing on the account alone makes it near impossible to prospect, sell, forecast multiple opportunities within that account. Engaging buying groups de-risks every phase of revenue creation–pipeline, win rates, renewal, and expansion. Unfortunately, adopting Buying Groups has traditionally involved a lot of manual work—identifying who the right persons are for every product, mining your CRM to see where you have missing contact data, understanding who is not engaged, who is engaged and with what, taking actions at the Buying Group level. This has been a HUGE blocker in unlocking the potential of BGM. Demandbase’s launch of Buying Groups 2.0 eliminates the manual work that have been holding teams back from growing revenue faster, with the release of: - Buying Group Set Up—automates time consuming tasks related to identifying what roles should be in a buying group, creating those buying groups, and added recommended contacts - Buying Group Dashboard—automates reporting on gaps in buying group engagement, where contacts are missing, who is engaging, who isn’t - Buying Group availability to export through API’s—makes buying group data available to CDPs, data warehouses, and other key systems - Filter Agent—a chat based interface that enables the creation of audiences across accounts, people, and buying groups - Action Agent—enables action instantaneously across channels across accounts, people, and buying groups Thank you Chad Holdorf, Stephenie Springer, Ruth Juni, and teams for all the hard work that went into this Buying Group innovation! If you want to learn how forward-thinking B2B teams are evolving beyond lead-based models to engage entire Buying Groups—and drive more effective pipeline, join us for special webinar tomorrow at 9:30am PT: https://lnkd.in/eARnkKAx

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Your B2B SaaS leads are going cold. Most companies lack a systematic approach to nurture prospects from first touch to closed deal. This 5-step framework shows you exactly how to warm leads with personalized engagement, AI-powered automation, and aligned sales/marketing efforts. Read the full guide: https://lnkd.in/d6AFMZYs #B2BSaaS #LeadGeneration #SaaSMarketing

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I joined Matthew Volm and the RevOps Co-op on the latest episode of RevOps AF The Podcast. Outbound isn’t dead. Reckless automation is. We got into guardrails that keep GTM safe: human-in-the-loop approvals, automation limits, secondary domains and dedicated IPs per rep, health checks on sending infrastructure, and list source accountability. We also covered platform crackdowns, compliance risks, and why quality beats volume across channels. Link in comments.

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ABM was never about leads. For too long, vendors sold us dashboards, MQL funnels, and “ABM in a box.” The result? Slow pipeline, lost trust, and marketing sidelined. Great interviews with Elaine Zelby, CRO and Co-founder of Tofu and Davis Potter, CEO of ForgeX with modern insights on revenue generation. The reset is here: ✔️ABM IS marketing. Everything else is noise. ✔️MQLs are dead. Pipeline, revenue, and LTV are the only scorecards. ✔️AI without strategy = spam. Stop automating bad habits. ✔️Marketing belongs at the revenue table. Not in the campaign corner. The next era of ABM is strategy-led and AI-enabled. If you’re still chasing MQLs…you’re already behind. https://lnkd.in/gf7rp6bx

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When scaleups stall in complex B2B, it’s rarely product or price; it’s misalignment. • Sales chasing late-stage buyers.  • Marketing pushing brand awareness with no deal context and in too few channels  • Executives flying blind without real-time insights. In matrixed buying environments, misalignment slows everything down. Deals stall. Stakeholders disengage. That’s why we treat GTM like deal orchestration — not departmental activity. At Megadeals, (for complexity 5 and 6 companies) our platform coordinates:  -> Stakeholder mapping   -> Media campaigns synced to active deals   -> Sales motions tailored to buyer behavior Everyone working the same deals, with shared data and goals. It’s how smaller teams win against bigger brands.

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The sign of a great brand isn't how well it scales, but how well it un-scales for a single customer. Let me explain. Anyone can set up an automated email sequence. The magic happens when you break your own system to deliver a moment of pure, unexpected humanity. How to create un-scale moments: - The handwritten note: Don't over engineer this. Keep a stack of cards and a pen. Once a day, pick an order at random and write a genuine, non template thank you. No QR codes, no discount offers. Just thanks. - The founder DM: Have the founder or a senior leader spend 15 minutes a week scrolling through customer comments and DMs. When they see a real question or a thoughtful comment, they reply personally from their own account. "Hey, saw your question about the material. I'm the founder. Here's the real answer..." - The surprise upgrade: Your warehouse team has a small box of a higher end product or a popular accessory. Once a day, they are instructed to surprise a customer by adding it to their order for free, with a note that says "We thought you'd love this". These moments are intentionally inefficient. They don't scale. And that's the entire point. They are proof that there are still humans behind the brand.

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We all know that ABM is much more than serving ads to target accounts. So as I'm fine-tuning our ABM execution + reporting, I needed dashboard inspo to monitor progress Enter: this brilliant dashboard from HockeyStack that outlines how ABM king, Andrei Zinkevich, visualizes what any GTM leader + practitioner should be monitoring with their ABM efforts The beauty of this dashboard is that it's truly all-encompassing. It's not just net new revenue. It's not just "impressions served to target accounts." It's not just intent-scoring. It's everything I need to understand our baseline before pushing harder in certain areas, see our progress along the way, and the results we achieve in the form of not just net new revenue, but also expansion + retention initiatives For anyone looking to level up their ABM reporting + get some serious alignment across your GTM team, this is the perfect place to start Just a *few* of the items you'll be able to see with this: --> Net new revenue from ABM campaigns --> Expansion revenue from ABM campaigns --> Renewal revenue from ABM campaigns --> Funnel metrics from current deals in pipeline --> ABM penetration by stage --> High-intent leads without deals --> Account engagement by company --> Website “high intent” account journeys If you need me over the next few weeks, I'll be updating my reports + dashboards with this in mind 🤓 #hockeystackpartner

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Our buyers are too old for digital sales approaches. That's what a veteran sales director told me last week. His close rate? A measly 18%. The B2B buyer landscape has fundamentally changed. Here's what I've learned: ⿡ Traditional sales approaches are failing ⿢ Digital-first engagement is now critical ⿣ Buying committees have transformed dramatically Key insights: → Millennials research extensively online → They want transparent, immediate information → Collaborative experiences matter more than hard sells I've transformed my entire sales strategy based on these insights, resulting in: ✅ 47% increase in conversion rates ✅ More authentic buyer relationships ✅ Faster sales cycles Your action steps this week: 1. Audit your sales process 2. Implement digital-first engagement strategies 3. Review your digital presence The B2B landscape isn't just changing - it's been redesigned. Are you adapting or getting left behind? Thoughts? Drop a comment below! 👇 #B2BSales #MillennialBuyers #SalesTips #BusinessStrategy

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Most field service businesses claim they use AI. But very few understand the difference. (here’s why) 1. Automation = If X happens, do Y. 2. AI = Understand the context, make a decision, then act. Heres how to future-proof your workflows and feel the difference: ✅ Use Zapier to handle repeat tasks ✅ Auto-dispatch with skill-matching AI ✅ Layer in OtterPilot for AI-powered CRM notes ✅ Trigger upsell reminders when the timing’s right ✅ Analyze feedback to score lead quality, hands-free ✅ Let ChatGPT summarize jobs + follow up based on tone 📌 Bookmark this for when your dispatch board melts down. 👉 Follow Tersh Blissett for more workflows. 🔄 Repost to help other pros build smarter systems

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