Aubrey Chapnick

SDRs are the backbone of every sales engine—but outdated scripts, vague processes, and one-size-fits-all outreach leave even the best SDRs frustrated and prospects cold. If your SDRs aren't hitting quota, this blog explores what makes a winning SDR strategy—from precision targeting to hands-on enablement—and demonstrates how a modern, growing playbook can open motivation, pipeline growth, and increased revenue. Check out: https://lnkd.in/gJgJG6QP #SDR #SalesDevelopment #SalesLeadership #PipelineGrowth #B2BSales #SalesPlaybook #BeyondCodes #SalesStrategy #ModernSelling

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Measurement isn’t about counting clicks, it’s about building a healthy funnel 🔑 The Evaluate & Maximize phase gives you the tools to look beyond surface metrics, connect activity to ROI, and keep your pipeline strong. Hear from leading global marketing executives, including Personio’s Alex Venus, and learn how smart reporting and experimentation fuel long-term growth: https://lnkd.in/e9gFqwXK

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If your leads don’t respond, do your follow-ups know what to do next? SmartReach.io’s Conditional Multichannel Drips give you full control to build if-this-then-that workflows across Email, LinkedIn, SMS & more. No response after 2 emails? - Auto-trigger a LinkedIn message. Opened your email but didn’t click? - Send a contextual SMS. Clicked your link but ghosted the meeting? - Hit them with a re-engagement email. This is how high-performing sales teams personalize at scale—without wasting time on manual follow-ups. You stay in the driver’s seat, while your outreach adapts based on real-time actions (or inactions). Whether you're an SDR, a Growth Marketer, or a Founder, this is how you run smarter outbound campaigns that actually convert. Start using behavior-based outbound automation today 🚀 📌 Learn more and try this feature inside SmartReach.io → https://lnkd.in/dhXbRPQW #SalesAutomation #B2BSaaS #ColdOutreach #SalesEngagement #SmartOutreach #SmartReach #Dripcampaign #featurebreakdown

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Are outdated demand practices holding your GTM strategy back? Many traditional marketing tactics have become counterproductive in today’s fast-moving market. This article examines five common demand generation anti-trends that are limiting performance. Discover how to identify and replace these outdated practices with sustainable, high-impact strategies. https://lnkd.in/gBvyBjy6 👇 Quote from INFUSE founder and CEO Alexander Kesler #DemandGeneration #B2BMarketing 

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Many demand programs look healthy on paper but fall short in pipeline. Why? Because leads are routed to sales before anyone knows how likely they are to convert. DemandScience's 2026 State of Performance Marketing Benchmark Report shows B2B teams waste 25% of marketing spend on accounts that never turn into pipeline. Propensity-Based Audience Activation correct this by prioritizing accounts based on verified install, spend, and buying signals — enabling lead generation programs that actually convert to pipeline. Learn how Propensity-Based Leads work: 👉 https://bit.ly/4bOiGhL

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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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🚨 70% OF CHANGE INITIATIVES FAIL Try Gong's change enablement framework: How Gong launched their Engage platform. A big change in their GTM motion. Let's dig in 1️⃣ Track and influence adoption "Start with an outcomes-focused approach. To launch Gong Engage, we set up an “Initiative” board in Gong pre-launch, which gave us easy access to data and visuals that answered our adoption questions: 1) Are our reps talking about the new product? 2) At what rate? 3) Who is and isn’t adopting the new talk tracks? This view gives us visibility into adoption MoM. It also makes it easy to take action and report back to our CRO and exec team if there’s an increase in adoption, a flatline, or a decline. To help us accelerate and influence adoption, the enablement team kept tabs on adoption percentages at the team and rep levels. If leaders had low adoption rates on their teams, we used our monthly leadership call to reinforce our 90% adoption goal. This was led by our CRO, who used a visual of how each team was pacing. This is a bullet-proof way for leaders to influence adoption at the deal and account level, because they can discuss clear stats from Smart Trackers during pipeline reviews. Ex: a rep could mention Gong Engage on multiple calls in a singular deal cycle, but that discussion might actually be driven by the customer. That’s not what we’re looking for. We want proactive pitching across the rep’s pipeline, because that’s the fastest way to move our multi-product metrics. 2️⃣ Iterate based on automated insights At the start of any program, you must understand how and when your new messaging is brought up in conversation. When we launched Gong Engage, we shared supporting slides with the field. One of our early data searches surfaced which slides were being used, and on which calls. We built out this search to gain insight into how our top performers pitched the new product, and to capture voice-of-the-customer data by filtering for calls that included our key buyer personas. We used these insights to further refine our reinforcement plans. Ex: we realized reps were struggling with when to position Engage as part of the initial sale and how the introduction of new buyer personas changes the sales process. This insight gathered from capturing these conversation allowed us to schedule a fast-follow enablement roadshow where we reinforced the diff if/then scenarios to help reps. 3️⃣ Understand early business outcomes Depending on sales cycle length, you can tie your programs to win rate, and answer the one question you really want to know: “Do we win MORE as a result of this program?” Our corporate segment at Gong has a short sales cycle, so it’s a great place to look at early outcomes. When we released Gong Engage, we were able to track win-loss data around when we mentioned Gong Engage vs. when we don’t mention it, starting on day one. We had outstanding data by the time we were one quarter out."

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If your Account-Based Marketing program isn’t driving real pipeline growth, it’s likely not the strategy - it’s the execution. Here are 5 common ABM pitfalls holding teams back in 2025 and what to do instead: ✅ Poor targeting with shallow data ✅ Sales & marketing misalignment ✅ Generic messaging for complex buyers ✅ Missing mid-funnel engagement ✅ Weak measurement and attribution Swipe through this carousel to upgrade your ABM approach - from vanity metrics to verified impact. 💼 Need help turning intent into revenue? Let Acceligize help you build a smarter ABM engine. 𝐂𝐨𝐧𝐭𝐚𝐜𝐭 𝐔𝐬:🔗 https://lnkd.in/dEn4Yf4E #ABM #AccountBasedMarketing #B2BMarketing #GTMStrategy #PipelineAcceleration #RevenueMarketing #Attribution

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Conversion rarely fails at the top of the funnel. It fails between signal and action. Intent spikes. Interest shows up. Then response slows. And every minute matters. Across GTM teams, delayed follow-ups quietly erode conversion. What looks like a volume problem is usually a timing problem. At Jeeva, we treat conversion as a systems metric. When signals are acted on in real time: → Follow-ups improve → Deal cycles shorten → Pipeline quality rises → Win rates stabilize Conversion lift doesn’t come from more activity. It comes from better timing. That’s why we focus on systems that prioritize intent and reduce decision delay. In modern GTM, speed is one of the most reliable conversion levers.

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Sales mid-managers are at the biggest risk in 2026. ICs will still sell. VPs and Directors will own the numbers - and get blamed when they’re missed. So if you’re in the middle, and you’re not adding real value - why do they need you? The role has changed fast. You have to really know your people: who’s blocked, distracted, or quietly burning out. You have to understand your tools: how they connect, how they fail, how AI can actually fix problems. If you can’t navigate the systems your team uses every day, you can’t lead them. You have to understand how sales works as a system: pipeline, conversions, inbound and outbound flow. And you have to communicate clearly. No buzzwords, no corporate tone. Just clarity. The middle layer in sales is under pressure. If you’re not enabling, simplifying, or lifting the team - you’re optional.

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"But they said they have the budget and their manager wanted them to get pricing" 🥺 Stop begging your AE to flip your meetings. Use AI Prospector to find more qualified prospects with intent and buying signals. Then automate account research and personalized outreach 😎 What was the biggest favor you've ever asked your AE for?

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The B2B buyer journey has changed. Up to 70% happens in the dark funnel. Private chats, review platforms, communities, & dark social long before prospects reach your CRM The dark funnel isn’t your enemy, it’s your opportunity. By combining intent data, ABM strategies, predictive AI, and smart content syndication, you can illuminate hidden signals and guide buying decisions before they’re made. The future of B2B growth isn’t in chasing leads, it’s in understanding invisible journeys. 👉🏻 https://lnkd.in/dTFfBBH2 . . #DarkFunnel #DarkSocial #B2BMarketing #DemandGeneration #BuyerIntent #ABM #ContentSyndication #PredictiveAI #OnlyB2B

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Most ABM strategies are broken. Manual. Slow. Wasteful. Our guide shows how #AI + buyer intent flip that script. You'll learn how to: 👉 Find in-market buyers (before competitors do) 👉 Cut ad waste and guesswork 👉 Let AI handle personalization + attribution (goodbye, spreadsheets) 👉 Actually align with sales Smart ABM. Simple playbook. Big results. 🔗 to download in the comments!

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Most Product Marketers are sitting on a goldmine of insights they rarely touch: Their CRM. Every prospect interaction, every deal won or lost, every customer journey is logged right there. But with so much on our plate, PMMs don't get enough time to wrangle with the content captured there. The insights locked in there can help inform: 1) GTM Strategy → Track attribution shifts and buyer behavior changes to optimize your channel mix and budget allocation. 2) Messaging → Analyze won deals to extract the exact value props and objection handling that actually close deals. Segmentation → Study your fastest deals to identify the firmographic and behavioral patterns that predict quick conversions. Sure, you can ask RevOps for reports. But I highly recommend PMMs learn their CRM directly. At vFairs, we use HubSpot and being hands-on with the data makes a lot of difference. You can tweak reports on the fly and spot patterns others miss. And now with AI tools, you can import data (preferably masked or anonymized) to dissect it to gain more depth. CRM data can answer a few questions on their own. But more importantly, it inspires you to ask better questions when you get into cross-functional discussions. The attached carousel shows 8 ways to start with. Obviously, make sure to customize these for your specific product. There are tons more you can build around lead analysis, content performance, customer expansion triggers, and competitive intelligence. Notes: - you will have to combine the data you find there with other sources like call recording software, chats with your sales reps, customer interviews etc. - when you leverage AI tools, have key context docs like competitive analysis, customer personas etc. handy to get better outputs. Hope it helps.

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Goodbye Lists. Hello Buyer Intent. The new ABM frontier. Static lists? They’re dead. ❌ They freeze in time while your market keeps moving. ❌ They lump “everyone in SaaS” into one bucket, ignoring who’s actually in-market. ❌ They keep SDRs busy chasing names, not buyers. The new ABM frontier isn’t about a static database. It’s about dynamic intent. Today’s campaigns surge ahead by tracking prospect's digital footprints: - The blogs they read - The posts they engage - The tech tools they adopt - The webinars they attend - The signals that say, “We’re exploring change.” That’s how you stop shouting into the void and start showing up where buyers are already leaning in. Static lists create noise. Buyer intent creates pipeline. Welcome to ABM🚀 #ABM #BuyerIntent #SalesStrategy #Outbound #B2BSaaS

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🚨 GTM teams are under pressure to deliver more with less. And fast. To help you stay ahead, IDC has identified 5 essential go-to-market plays that tackle today’s biggest challenges, from pipeline gaps to missed personas. 🎯 Whether you're closing out Q4 or building long-term momentum, these plays offer clarity, speed, and a strategic edge. 📖 Explore the full blog: https://ow.ly/54SQ50WY1fF #TechMarketing #CMOMandate #GoToMarket #GTMStrategy

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