What Are ABM Metrics? ABM metrics measure how effectively your account-based marketing program engages, progresses, and converts target accounts. Unlike traditional demand generation metrics, ABM metrics focus on account quality, buying committee engagement, pipeline velocity, and revenue impact rather than raw lead volume. The right scorecard helps marketing and sales prioritize the accounts most likely to become revenue. Why ABM Metrics Are Different from Lead Metrics ABM metrics are different because the unit of measurement … Read more

Company Research Tools: What B2B Sales Teams Need in 2026 Company research is the foundation of effective B2B sales. Before reaching out to a prospect, you need to understand their business, their challenges, their technology stack, their funding situation, and their decision-making structure. The right company research tools give you this information quickly, so you can focus your energy on the accounts that matter most. What Makes a Great Company Research Tool? Not all company … Read more

ZoomInfo Competitors: Why B2B Teams Are Looking for Alternatives ZoomInfo is one of the most well-known B2B data providers, but it is not the right fit for every team. Pricing, data accuracy concerns, contract terms, and feature gaps are driving many B2B organizations to evaluate alternatives. This article compares the top ZoomInfo competitors across pricing, data quality, features, and use cases to help you find the right fit for your team. What Makes a Good … Read more

The Biggest B2B Marketing Challenges in 2026 B2B marketing in 2026 is more complex than ever. Between rising customer acquisition costs, privacy regulation changes, AI disruption, and the pressure to prove ROI, marketing teams face a growing list of obstacles. This article breaks down the most pressing B2B marketing challenges and provides actionable solutions for each one. Whether you are a marketing director at a mid-market company or a founder handling your own demand generation, … Read more

Cold calling is the practice of contacting a prospect who has no prior relationship with you or your company, usually by phone, to start a sales conversation. It is not the same as spam calling, robocalling, or reading a pitch at strangers. Effective cold calling is targeted, compliant, researched, and conversational. This guide explains what cold calling means, how it works, when it still makes sense, how it compares with cold email, what scripts to … Read more

The State of Cold Calling in 2026: What the Numbers Actually Say Cold calling is far from dead. Despite the rise of email, LinkedIn, and AI-powered outreach, phone calls remain one of the most direct ways to reach B2B decision makers. The data tells a nuanced story: cold calling success rates hover in the low single digits, but when executed strategically within a multi-channel sequence, the return on effort is substantial. This article compiles 50+ … Read more

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What Is a Sales Email? A sales email is a targeted message sent to a prospective customer with the goal of starting a business conversation, scheduling a meeting, or moving a deal forward. Unlike marketing emails that broadcast to a list, sales emails are typically one-to-one or one-to-few communications that combine personalization with a clear value proposition. They are the backbone of outbound B2B sales, used by SDRs, account executives, and founders to generate pipeline … Read more

Customer adoption measures how successfully your target users integrate your product into their workflow and derive ongoing value from it. While top-of-funnel metrics tell you how many people sign up, customer adoption tells you how many actually use your product meaningfully and stick around. Without adoption, acquisition is wasted spend and retention is a losing battle. This guide covers the full customer adoption lifecycle: what it is, why it matters, the stages customers move through, … Read more