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From Buyer Intent to Higher Intent
It’s time to step up from “buyer intent” 🤔 to “higher intent” 📡 . Sales and marketing leaders have seen a massive shift in the effectiveness of outbound in the past 2 years. Bombarding prospects with barely relevant pitches and personalizations doesn’t cut it anymore. Especially when the tidal wave of other vendors’ emails is…
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How to Use Firmographic Data to Build a Target Account List
If you’re not desperately interested in defining and evolving your Ideal Customer Profile (ICP), then your strategy is going to be wildly off-course. But you need to turn that profile into an actual list of companies you want to target. How? Last week I went through an approach that I use. It relies on three…
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The Truth About Booths
My first marketing job was in event management (University of Manitoba Career Fair!) and so was my first break into tech (interning for Netscape supporting their European Developers Conference). So, trade shows run deep for me … and there’s one thing I’ve learned that you can do to make your booth a winner, and it…
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Stand Out at Your Next Conference
Event season is here. After hanging out with family and friends over the summer, many of us have the opportunity or commitment to go to the string of great sales, marketing, and go-to-market events that recur in the fall. SaaStr, Inbound, and Dreamforce are among the better known. But there are many other niche or…
Peter Mollins on Marketing 