GTM Strategy
How to Prioritize Named Accounts in Enterprise Sales
Most enterprise teams prioritize by fit. Fit tells you who could buy. Here is how to prioritize by who is ready to buy now.
Vincent Wijdeveld
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6 min read
Field notes
Insights
Evidence over guesswork. Notes on enterprise GTM: prioritization, buying signals, and the plays that actually land.
Account Intelligence
Intent Data vs. GTM Conviction: What’s the Difference?
Intent data tells you an account is researching something. Conviction tells you which play to run, into which buying unit, with what evidence.
Vincent Wijdeveld
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6 min read
Outbound
Why Cold Emails Don’t Get Replies (And What to Write Instead)
Most cold emails fail before the second sentence. Not because of bad copy. Because the first sentence is about the sender, not the recipient.
Adriaan ten Boosch
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5 min read
ABM
Why Your ABM Strategy Isn’t Converting (And How to Fix It)
Most ABM programs have excellent execution and poor targeting. The account list is built on fit. Fit tells you who could buy, not who is ready to.
Adriaan ten Boosch
·
6 min read
GTM Strategy
Most Missed Quarters Were Decided Months Earlier
A missed quarter is usually an allocation failure made months before it started, not an execution failure. Here is how to see it, and what it costs.
Vincent Wijdeveld
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6 min read
Account Intelligence
What a Job Posting Tells You About a Company’s Problems
A company writes down everything it can’t currently do and posts it on its careers page. Here is how to read a job posting as a buying signal.
Adriaan ten Boosch
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6 min read
GTM Strategy
Why Your CRM Can’t Tell You What to Do Next
What does your CRM actually tell you to do on Tuesday morning? It records what happened. Deciding what to do next is a different job, and a different layer.
Adriaan ten Boosch
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6 min read
ABM
Why the MQL Is the Wrong Handoff (And What to Use Instead)
The MQL is the most expensive bad habit in B2B marketing. It tells you someone clicked. It never told you they had a problem. Here is what to use instead.
Vincent Wijdeveld
·
6 min read