In this week’s episode of the Revenue Xchange, host Davis sits down with Dan Sperring, CEO and founder of AlignICP. Together, they unpack why most companies struggle with ICP segmentation and how misalignment between marketing and sales undermines ABM programs before they start. Key Takeaways: Segmentation Must Include the Full Revenue Lifecycle: Most teams only optimize for win rates and deal size, but ignore retention, expansion, and customer lifetime value. This leads to acquiring custome...
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In this week’s episode of the Revenue Xchange, host Davis sits down with Dan Sperring, CEO and founder of AlignICP. Together, they unpack why most companies struggle with ICP segmentation and how misalignment between marketing and sales undermines ABM programs before they start. Key Takeaways: Segmentation Must Include the Full Revenue Lifecycle: Most teams only optimize for win rates and deal size, but ignore retention, expansion, and customer lifetime value. This leads to acquiring custome...
RX 7 - Account vs Contact-level Intent for ABM | Anna Tsymbalist, Head of ABM, Influ2
Revenue Xchange
54 minutes
2 months ago
RX 7 - Account vs Contact-level Intent for ABM | Anna Tsymbalist, Head of ABM, Influ2
In this week’s episode of the Revenue Xchange, Davis is joined by Anna Tsymbalist, Head of ABM at Influ2. They explore how contact-level intent is impacting ABM strategies and why timing matters more than personalization. Key Takeaways: 1) Contact-Level Intent Signal Importance: Contact-level signals capture search behavior, third-party content consumption, and social activity for individual buying group members, even zero-click AI searches, enabling SDRs to reach out at the right moment. 2) ...
Revenue Xchange
In this week’s episode of the Revenue Xchange, host Davis sits down with Dan Sperring, CEO and founder of AlignICP. Together, they unpack why most companies struggle with ICP segmentation and how misalignment between marketing and sales undermines ABM programs before they start. Key Takeaways: Segmentation Must Include the Full Revenue Lifecycle: Most teams only optimize for win rates and deal size, but ignore retention, expansion, and customer lifetime value. This leads to acquiring custome...
