Ingredients for Scale

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1 min read

How Voice of Prospect Informs Marketing, Sales & Product Leaders

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.

4 min read

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

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?

2 min read

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

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...

9 min read

9 Ways to Enforce Data Quality in B2B Sales and Marketing

This article is for revenue leaders and RevOps people who are frustrated with the inability to get trustworthy data to make smart analytical decisions.

Even if your sales and martech stack is a who’s who of G2 category leaders, your ability to manage can...

12 min read

Top 17 Obstacles to Data Integrity for B2B Startup Go-to-Market Teams

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...

5 min read

Why B2B Startups Should Manage Sales & Marketing Spend Like an Investment Portfolio

Most early and growth stage B2B startups squander precious time and expensive capital thrashing through sales and marketing approaches that constantly change without any reliable data to inform their decision-making.

According to venture capitalists, at...

6 min read

5 Examples of Sales & Marketing Waste That Stagnates Growth for B2B Startups

Over the last decade, we’ve observed a number of major sales and marketing pitfalls that hinder B2B startups from reaching their growth potential and often drive them into stagnation.

3 min read

Data-FIRST Manifesto: Why We Started scaleMatters

Spewing, hand-waving and back-pedaling.

I can’t even count how many times across so many companies as CEO or Board member that I’ve asked questions looking for specific information to help guide important Go-to-Market decisions only to have someone...