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Most B2B teams focus their energy on a known list of target accounts. They’re often based on past wins, firmographic fit, or a sales rep’s gut feel. But here’s the problem: 📉 You can only sell to the accounts you can see — and in a fast-moving market, that means
The hidden cost of a half-open radar If your team relies on a single intent source (e.g. one publisher network, one review site, or one ad platform), you’re seeing only a fraction of the buyer’s journey. Buyers don’t research linearly or in one place; they bounce between publisher articles, comparison
Why the Funnel Needs an Upgrade The traditional B2B funnel is showing its age. For decades, sales and marketing teams have relied on the MQL (Marketing Qualified Lead) as their north star for pipeline building. But here’s the problem: by the time a lead becomes an MQL, they’ve already formed
