Strategy
Should You Stop Scoring Leads and Score Moments?
Lead scoring treats people as static records. Buying is dynamic. Here is why we replaced lead scoring with moment scoring, and what changed in pipeline.
All Articles
Strategy
Is MQL-First Marketing Dead in 2026?
MQLs optimize for form fills, not pipeline. Here's why MQL-first marketing is dying in 2026 and what B2B teams are measuring instead.
Guides
How Fast Should I Reply After a Pricing-Page Visit?
A pricing page visit is a 7-minute window, not a 24-hour one. Here is the reply-speed SLA that actually converts, and how to enforce it.
Data
What % of Paid Ad Clicks Are Returning Visitors?
Most B2B ad budgets pay new-audience CPMs to re-reach existing visitors. How to measure the leak using visitor identification, not platform cookies.
Data
How to Measure Pricing-Page-to-Pipeline Conversion
Same-session form fill is the wrong metric for your pricing page. Here is the 90-day pipeline framework and how to instrument it on your own data.
Guides
How Do Hardware Startups Find Enterprise Buyers?
How hardware startups surface enterprise buyers researching their product before procurement sends a cold RFQ or the champion disappears.
Strategy
What Happened to Clearbit After HubSpot?
Clearbit became HubSpot Breeze Intelligence. We migrated off it. Here is what broke in the transition, what replaced it, and where Breeze still fits.
Guides
How Does Telecom Catch RFPs Before the Shortlist?
How telecom enterprise sellers identify carriers, operators, and enterprise buyers 90-180 days before procurement issues an RFP.
Guides
B2B Website Visitor Tracking: The 2026 Identity Guide
Identify the companies and people behind anonymous B2B traffic. Match rates, tools, workflows, and ROI math for visitor identification in 2026.
Strategy
Does Google's Helpful Content Affect B2B RevOps?
Google's helpful-content turn rewrote the content rules. Here is what it means for B2B marketing, RevOps, and the death of SEO-bait content.
Tools
Apollo vs ZoomInfo: 2026 Honest Comparison
Apollo vs ZoomInfo compared - pricing, database size, data accuracy, and which sales intelligence platform is right for your team in 2026.
Strategy
What Are Cold Email Reply Rates Doing in 2020-2026?
Cold email reply rates have collapsed from ~8% in 2020 to well under 1% in 2026. Here's what the trendline means for B2B outbound.