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Dan Quirk

Dan Quirk

Head of Marketing & Co-Founder at scaleMatters

Recent posts by Dan Quirk

5 min read

Why Revenue Leaders are Falling for the Myth of Being "Data-Driven"

By Dan Quirk on October 4, 2021

Has there been any phrase more overused in business lexicon over the last two decades than “data-driven”?

2 min read

How Voice of Prospect Informs Marketing, Sales & Product Leaders

By Dan Quirk on July 14, 2021

Once you start capturing what your prospects are saying using a conversation intelligence tool like Gong.io, you’ll want to structure this data so it’s useful for optimizing marketing messaging, sales pitches, and product roadmaps.

Topics: Voice of Prospect
7 min read

8 Ways to Capture Voice of Prospect Data with Gong.io

By Dan Quirk on July 8, 2021

Recorded calls between your prospects and your SDRs and Account Executives contain a gold mine of information for go-to-market leaders. Do you know how to properly mine those calls to extract useful insights, not just gather more data?

Topics: Voice of Prospect
3 min read

What is Voice of Prospect and How is it Different from Voice of Customer?

By Dan Quirk on June 29, 2021

Making go-to-market decisions about strategy, positioning, and messaging without Voice of Prospect data is like driving at night in the countryside without turning on your high beams.

You can study your SDR activity metrics, sales pipeline growth, close rates, and lead attribution data all day and all night.

But performance KPIs only shine light on how you're doing - leaving it up to subjective opinion and collective reasoning to infer the rest.

Topics: Voice of Prospect
16 min read

Top 17 Obstacles to Data Integrity for Go-to-Market Teams

By Dan Quirk on December 10, 2020

When growth flatlines for investor-backed tech companies, board members start pressing the CEO for answers...

“What’s going on?" "Can you get back on plan?" "How are you going to right the ship?”

CEOs and management teams often cite competition or business model challenges as culprits for slow growth. Other macro factors such as shifting market conditions, governmental bureaucracy, or economic downturns are sometimes blamed.

Rarely is poor data integrity mentioned as the reason for stalling out.

Topics: Data Integrity
8 min read

5 Examples of SaaS Sales & Marketing Waste That Kills Growth

By Dan Quirk on July 28, 2020

Over the last decade, we’ve observed a number of major sales and marketing pitfalls that hinder software-as-a-service (SaaS) companies from reaching their growth potential.

Topics: Fight Waste CAC