Thomas Molfetto

Many founders worry that finding the right buyer is the hardest part of selling. Kirk explains why buyers are easier to find than you think—and how to approach it the right way.

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ABM isn't broken—but sometimes it's blurry.   Many teams still run ABM with old target lists, outdated signals, and disconnected sales + marketing efforts. But the hidden cost is Money wasted, a slower pipeline, and chasing accounts that were never in-market.   What works today is different: -Keep your target lists fresh with real-time data -Look for intent signals that mean something -Make sales + marketing run as one team   When you remove the blind spots, ABM stops being a guesswork game and starts driving real ROI.   Let's connect if ABM results haven't matched your effort: https://lnkd.in/ge_bR-fd   #ABM #LeadGeneration #B2BMarketing #PipelineGrowth #MarketingAlignment #Growth #B2BTactics #ZoomInfo #ProductPartnerships #RevenueGrowth  

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B2B lead generation is evolving. In 2025, the most effective strategies combine intent data with personalized outreach to connect with buyers at the right time and in the right context. Intent data identifies prospects actively researching solutions, while personalized outreach ensures messaging aligns with their current priorities. When sales and marketing teams work together, these insights enable timely, relevant, and scalable engagement that moves leads forward efficiently. The result? Shorter sales cycles, higher-quality opportunities, and stronger buyer trust. By integrating multiple sources of intent data, testing outreach strategies, and balancing automation with human insight, companies can create lead generation programs that continuously improve and stay ahead of the competition. Ready to elevate your B2B lead generation? Start by leveraging intent-driven strategies to engage the right accounts with the right message. 🔗 Learn more: https://lnkd.in/ef2tTe5a #B2BMarketing #LeadGeneration #SalesEnablement #IntentData #Personalization #MarketingStrategy #B2BSales

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When sales and marketing teams sync up, good leads don’t stall. They close. Our latest article breaks down why a unified approach delivers stronger results, keeps prospects engaged, and sparks better revenue growth. Ready to align for bigger wins? Dive in for proven strategies, real-world tips, and how our ProspectAIQ tool bridges the gap with data-driven precision. 👉 Read the blog: https://bit.ly/4mTcM0I

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Most agencies treat discovery calls like a qualification checklist. But what if we treated them like coaching sessions instead? The most valuable discovery calls aren’t where you gather facts. They’re when you help prospects uncover what they didn’t even realize was possible. Our favorite line of the article: “The goal of a great sales call isn’t to sell your services. It’s to sell a smarter future.” That shift makes the call about partnership, not pitching. If your team wants to close better clients and have more valuable conversations, it starts by asking better questions… and listening longer than feels comfortable. Link to full post in the first comment.

NOT EVERY BADGE SCAN IS A BUYER Stop chasing noise. Start chasing intent. AI can help your team prioritize who actually matters, based on firmographics, engagement, and real buyer signals. Let your SDRs and AEs focus on high-intent leads, not free-swag tourists. 👉 Watch the video to see how AI helps sales teams turn scans into sales. #EventMarketing #SalesEnablement #B2BMarketing #AIinEvents #RevenueMarketing #MarketingOps #CRO #CMO #EventProfs #FutureOfEvents

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Most GTM problems show up long before they show up in the KPIs. Reps don’t suddenly miss quota. Pipelines don’t suddenly stall. Churn doesn’t suddenly appear. The signals were there. They just weren’t recognized early enough to change the outcome. You don’t need more data. You need to know what to pay attention to. #RevenueLeadership #GTMStrategy #RevOps #SalesExecution #SignalOverNoise

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Generic outreach fails because it ignores what buyers care about. Intent data shows which topics prospects research, which competitors they compare, and what pain points they're solving. Sales teams using behavioral signals to guide messaging see higher response rates and faster pipeline movement. The strongest approach integrates intent signals directly into rep workflows. Discover how to prioritize accounts: https://bit.ly/45wLEiD

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🚀 New Blog Just Dropped: What is Intent Data in B2B Sales? Every B2B buyer leaves behind a trail of signals. The smartest revenue teams? They're not just watching - they're acting. In our latest blog, we unpack: 📌 What intent data really is (beyond the buzzword) 📌 How it helps sales teams prioritize the right accounts 📌 Ways to use it for timing, personalization, and pipeline acceleration 🔍 If you're looking to improve deal velocity and align GTM teams around real buyer behavior - this is your playbook. 📖 Read the full blog here: [https://lnkd.in/gyCFnNtH]

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Most ABM programs are targeted campaigns with a new name. A campaign runs and ends. A system learns from signals, updates prioritization, and gets sharper over time. The teams that get the most from ABM have marketing, sales, and RevOps working from the same data and the same scoring logic. No fights over the list. Companies with aligned ABM strategies report a 208% increase in marketing-generated revenue (Jobera). The difference is whether it's a system or a series of campaigns. Open the ABM Starter Kit and find a 30-day checklist to help get your teams and data aligned:

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Don’t launch a webinar. Launch a smarter sales cycle. For one of our enterprise ABM pilots, webinars weren’t just a channel—they were the strategy. We used them to warm up target accounts before the buying window. That meant: - More educated buyers - Shorter sales cycles - Better handoffs from marketing to sales If your audience needs education before conversion, this approach changes everything. Tune in to Episode 2 of the FunnelEnvy podcast to see how we made it work.

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Your SDR team can't scale outbound because personalization breaks at volume. Writing custom emails for 200 prospects weekly is humanly impossible. So reps make a choice: send generic blasts that get 2% response rates, or cherry-pick 30 high-value accounts and leave pipeline on the table. Both options lose. The first trains prospects to ignore you. The second caps your growth at however many personalized touches one human can produce daily. The constraint isn't effort. It's that real personalization requires research, context synthesis, and message adaptation for every single prospect. Most teams can't operationalize that at scale, so they default to templates with merge tags and call it "personalized." Prospects see through it immediately. Enter This Week's Featured Agent: AiSDR AiSDR removes the personalization constraint entirely. It handles prospect research, contextual message writing, response management, and meeting coordination as a complete workflow. The agent researches each prospect across 323+ data sources, including recent LinkedIn activity, company news, job postings, tech stack changes, and funding rounds. It then writes messages that reference specific business context rather than generic pain points. When prospects reply, AiSDR responds within 10 minutes. If someone says "we're focused on other priorities right now," it doesn't mark them closed-lost. It schedules a follow-up for when their roadmap likely shifts. When they ask technical questions, it provides specific answers and moves the conversation toward a demo. When they raise objections, it handles them using your company's playbooks. The agent operates from your actual inbox through Gmail or Outlook integration, learns your messaging patterns through its persona builder, and maintains consistent positioning across every interaction. Your reps stop spending hours on email composition and sequence management. They focus on the conversations AiSDR has already warmed up. This fundamentally changes your outbound economics. The bottleneck shifts from "how many personalized emails can we write" to "how many qualified conversations can we handle." Your pipeline becomes a function of market size and offer strength, not human capacity to research and write. That's the unlock. Most SDR teams are productivity-constrained when they should be market-constrained.

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You already have great content—let’s get some mileage out of it! Our latest article explains how to repurpose existing content— sales decks, blog posts, training docs, etc.—into formats that reach audiences on YouTube, AI, or whatever channels they navigate. Expand your reach without reinventing the wheel → https://ow.ly/3CRy50Why68

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Ready to hit B2B marketing out of the park in 2025? This guide breaks down ABM into bite‑size brilliance: pick the ABM flavor that fits your ambition high‑touch One‑to‑One, scalable One‑to‑Few, or AI‑powered One‑to‑Many. Then unite sales and marketing under a shared scoreboard, assemble your dream team, and define success with account‑level metrics. Craft killer ICPs, score accounts using intent signals, and serve each role in the buyer’s journey personalized messaging. Test fast, measure smart, and let feedback drive the play. Want ROI that pops without a massive budget? This is your blueprint. #AccountBasedMarketing #ABMStrategy #B2BMarketing #MarketingPlaybook #TargetedMarketing #DemandGeneration https://lnkd.in/gzGfGTBu

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Your ABM isn’t failing. Your personalization is. We asked Eric Siu ✓ how he’d run LinkedIn ABM today. He dropped 5 killer tactics to move pipeline: 1. Personalize to the company, not the person. Name and logo make people stop and share internally. 2. Match ad to page or you leak conversions. Same promise, same headline, same CTA. 3. Start with your top 100 accounts. Track CTR and cost per qualified lead. 4. Let CRM events trigger campaigns for stale and closed-lost. One-click for sales, not a new project. 5. Tools help, but only after the problem is clear. Get the problem right, then automate. Swipe to see how Eric executes this on LinkedIn, from ad creative to landing pages to ops. P.S. Want to level up fast? Get the AI in B2B Marketing bundle from CXL (link in comments) and put this to work this week. #ABMStrategies #B2BMarketing #LinkedInAds #Personalization

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