Resources & Insights

Tagging is the next evolution of B2B sales intelligence, moving beyond static job titles to identify real decision-makers and influencers based on expertise, engagement, and industry signals.

Selling to franchise networks presents a massive opportunity for multi-location deals but also significant challenges in data fragmentation and entity resolution, requiring AI-powered tools to accurately map ownership groups, prioritize high-value accounts, and streamline sales efforts for scalable revenue growth.

The shift from activity-driven to focus-driven sales KPIs emphasizes quality over quantity, prioritizing intentional, outcome-oriented work to drive better results and improve both efficiency and the buyer experience.

Despite Clay's impressive growth and partnerships, its $1.25B valuation on $30M ARR raises serious doubts about sustainability, drawing parallels to past overhyped tech valuations like Hopin.

Moving from account-level intent to contact-level intent is like upgrading from a vague treasure map to a GPS-guided hunt—B2B teams finally know who to target and why, instead of just guessing.

Contact-level technographics and expertise mapping redefine how organizations selling to engineers and developers identify, score, and prioritize accounts by revealing the true depth of opportunities within technical teams.

Champion identification is the process of finding and empowering advocates within target accounts who can drive adoption, shorten sales cycles, and open new opportunities by leveraging their influence, engagement, and alignment with your solution's value.

Clay’s $1.3B valuation is a testament to their GTM brilliance, leveraging focused ICP targeting, community-driven growth, and product-led strategies to achieve explosive revenue growth. However, reliance on low-margin, pass-through revenue and episodic use cases raises significant questions about the sustainability and scalability of their business model, suggesting their valuation may be driven more by market hype than fundamentals.

Like a fortune teller at your local carnival, 3rd party intent data providers deserve some scrutiny. We examine the overhyped promises of third-party intent data platforms and look for alternatives.

Traditional job titles are no longer sufficient for identifying the right contacts in ABM strategies. They often miss key stakeholders and fail to provide the context needed for effective outreach. Tagging solves this by going beyond titles, leveraging account signals like responsibilities, skills, initiatives, and behaviors to identify more relevant contacts and provide richer insights.