Greg Karelitz

We pulled data from 224 B2B SaaS companies to answer one simple question: What actually makes a lead convert? The answer surprised us...and it changes how GTM teams should think about pipeline. We put everything into a new research report: “What Does It Take for a Lead to Convert?” Check it out below or via the link in the comments.

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𝗧𝗵𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺 𝗶𝘀𝗻’𝘁 𝘆𝗼𝘂𝗿 𝗦𝗗𝗥 𝘁𝗲𝗮𝗺. 𝗜𝘁’𝘀 𝘆𝗼𝘂𝗿 𝘀𝗶𝗴𝗻𝗮𝗹. In most B2B orgs today, the real challenge isn’t effort or headcount, it's focus.  • SDRs spend hours chasing leads that aren't in-market  • Personalization often defaults to "Hi {First Name}"  • Sales cycles are longer than ever, while buyer engagement is happening behind closed tabs 𝗧𝗵𝗲 𝗿𝗲𝘀𝘂𝗹𝘁? Wasted touches, burned budget, and pipelines that look full… until the quarter closes. 𝗡𝗼𝘄 𝗹𝗲𝘁’𝘀 𝗿𝗲𝗳𝗿𝗮𝗺𝗲 𝗶𝘁: 𝘄𝗵𝗮𝘁 𝗶𝗳 𝘆𝗼𝘂𝗿 𝗦𝗗𝗥 𝘁𝗲𝗮𝗺 𝗼𝗻𝗹𝘆 𝗳𝗼𝗰𝘂𝘀𝗲𝗱 𝗼𝗻 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝘀, 𝗮𝘁 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗺𝗼𝗺𝗲𝗻𝘁, 𝘄𝗶𝘁𝗵 𝗺𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴 𝘁𝗮𝗶𝗹𝗼𝗿𝗲𝗱 𝘁𝗼 𝘄𝗵𝗮𝘁 𝘁𝗵𝗲 𝗯𝘂𝘆𝗲𝗿 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗰𝗮𝗿𝗲𝘀 𝗮𝗯𝗼𝘂𝘁? This is where intent data becomes a revenue lever, not just another tool. According to Demand Gen Report:  • Companies using intent data see 2.5x conversion rates  • Sales cycles shrink by 28%  • 68% of marketers say it’s critical for ABM performance At S2W Media, we help marketing leaders solve this with a full-funnel, intent-driven strategy:  • 𝗜𝗻𝘁𝗲𝗻𝘁 + 𝗳𝗶𝗿𝘀𝘁-𝗽𝗮𝗿𝘁𝘆 𝗱𝗮𝘁𝗮 𝗳𝘂𝘀𝗶𝗼𝗻, pinpoint buyers already researching your solution or evaluating your competitors  • 𝗣𝗿𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗹𝗲𝗮𝗱 𝘀𝗰𝗼𝗿𝗶𝗻𝗴, SDRs focus on verified, high-intent accounts  • 𝗛𝘆𝗽𝗲𝗿-𝗿𝗲𝗹𝗲𝘃𝗮𝗻𝘁 𝗼𝘂𝘁𝗿𝗲𝗮𝗰𝗵, informed by real behavioral signals, not assumptions The outcome? Predictable pipeline. Faster velocity. Higher ROI. No more guessing games. No more wasted touches. As marketers, we don’t need "more leads."We need better intelligence to drive a meaningful pipeline. If you're ready to align sales & marketing on who to target, when to engage, and what to say, let’s connect. 𝗥𝗲𝗮𝗱 𝗳𝘂𝗹𝗹 𝗯𝗹𝗼𝗴 𝗵𝗲𝗿𝗲 - https://lnkd.in/dq3Qbvzt

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When agents can talk directly to your apps through an MCP server, everything changes. Instead of a human jumping between Salesforce, Airtable, etc... an agent can do it autonomously: Summarize call transcripts for target accounts from Gong Pass those summaries to Inflection to create custom segments Draft a target account campaign based on these custom segments No brittle integrations. No copy-paste workflows. No “please log in and click this button.” The agent just acts — safely, deterministically, and across systems via multiple MCP servers.

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Growing from an early stage startup to a late-stage company is no easy feat — especially when it comes to building out Revue Operations. In our latest GTM Navigator, "From Seed to Scale: Growing RevOps for Success" Nick Daley, Senior Associate at Fin Capital, is joined by Bryan Caplin, CRO at Newsela & Advisor to Thoropass, to discuss how to to set the right foundation & avoid costly mistakes when building out your revenue operations team. Check it out here: https://lnkd.in/g8FTuwXR #GTMStrategy #Revenue #Operations #RevOps #FounderResource #Navigator

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HYPERGROWTH IS DEAD SaaS companies aren’t chasing growth at all costs anymore. They’re chasing smart, sustainable growth that actually lasts. Enter: The Rule of X A modern update to the Rule of 40 — still prioritizing growth, but only if margins improve over time. For GTM and RevOps teams, that means: ✅ Operational efficiency ✅ Predictable revenue ✅ Profit-driven decisions If you’re still scaling like it’s 2021, it’s time to pivot. Here’s a 5-step playbook to help you shift from "more, more, more" ➡️ to scalable, sustainable growth. Read the blog: https://lnkd.in/ehAP5u_P

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Anrok generated $300K in pipeline in 3 months by unifying marketing and sales outbound in Unify. Here's the playbook growth marketing lead Kathleen Kong, and founding SDR Rydian Searles used to make it happen:   Anrok was growing fast. But before Unify, their outbound was fragmented. Kathleen was running marketing campaigns in HubSpot, but every new campaign took forever to build, and segmentation was painfully slow. Rydian's SDR team was worse off, switching between 3 different tools to execute every sequence.   "We had the growth and the signals," Rydian said. "What we needed was a system that helped us act on them."   There was only one answer.... Unify. Kathleen started by building automated plays targeting new hires, website visitors, and accounts showing sales tax exposure via AI signals. Once marketing proved the model worked, they expanded Unify to the SDR team.   Suddenly, both teams were operating on the same page. Campaigns could be built 20% faster, SDRs could work 4X faster, and cold calls converted better with out-of-the-box AI insights.   This made it easy for Kathleen & Rydian to support Anrok's growth and expansion into new markets; easily spinning up new sequences without rebuilding a single workflow.   Kathleen summed up their experience best: "Unify gave us the flexibility to run everything in one ecosystem. We could move fast, measure impact, and stay aligned."   Ready to follow Anrok's lead and unify your teams? Use the link below to learn more.

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Hiring your Founding AE might be the most important hire in your SaaS journey — and one of the easiest to get wrong. The AE who crushed it at $50M ARR might crumble at $1M ARR. Early-stage SaaS needs a different kind of seller: 💡 Adaptable – thrives without a playbook. 💡 Curious – great at discovery, not just pitching. 💡 Builder – helps create the sales motion. 💡 Resilient – handles rejection and iteration. Your Founding AE doesn’t just sell — they help you build the machine. Full breakdown here 👇 👉 https://lnkd.in/d5SPdbGg #scalewithstrive #accountexecutive #gtmhiring

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Remember generic SaaS demos? Those days are DEAD. 👀 Your B2B buyer doesn't want a feature walkthrough. They want PROOF more than just features - they need to know that your solution fits their specific business reality. The harsh truth about today's B2B buying landscape: - Multiple stakeholders now involved in every decision - Generic demos fail to create conviction - Internal champions need self-serve environments they can share - Decision-makers want to see THEIR data, THEIR workflows, THEIR brand This creates a massive revenue bottleneck for most SaaS companies. What we've learned: The faster prospects can envision themselves using your product, the shorter your sales cycle. But maintaining custom demo environments is a silent profitability drain that most companies overlook. The Strategic Shift Winners Are Making: ✅ SaaS companies are moving from feature pitches to proof-based demonstrations ✅ They're building standardized-yet-customizable demo experiences letting buyers explore at their own pace ✅ Transforming demos from technical exhibitions to strategic weapons Here's the bottom line: Your demo strategy isn't just about showcasing product capabilities - it's about helping buyers see themselves in your solution's story. What's your approach to making demos more buyer-centric? Share below. 🚀

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AI is changing how we execute - less so what the foundations of great RevOps look like. On a recent Domestique webinar with Alex Biale, we unpacked why the best AI-native teams treat GTM like a product: clear strategy, defined processes, the right tech, ongoing enablement, and clean data - all instrumented in real time. My core takeaways: - Data is the operating system. If inputs are messy, AI just compounds the chaos. Start with a shared data dictionary (MQL/SQL/ICP, stage criteria, ownership, etc). - Orchestration is earned. You don’t get AI co-pilots and shadow agents until the foundation is trustworthy. Focus on your data-layer first to earn your right to orchestration. - Build weekly GTM pulse checks (pipeline movement, inter-stage conversions, leading signals) so there’s still time to act - not just diagnose at the end of the quarter. - Enablement isn’t a QBR slide anymore - it’s real-time feedback from call transcripts into Slack, fueling better discovery, handoffs, forecasts, and coaching. We also touched on a couple other key points like: - The goal posts for greatness are moving and the benchmarks are going up. - Why GTM still wins on the basics done right - now executed with AI. Check out the link in the comments for the full conversation.

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Hiring your first GTM leader? Don’t rush into a VP of Sales — especially if you're still figuring out your ICP, pricing, or narrative. Early-stage SaaS needs experimentation, not just execution. 💡 A Head of GTM builds. A VP of Sales scales. Confusing the two can cost you up to $200,000, according to Harvard Business Review. 🎯 In SaaS, hiring right isn't optional — it's survival. #StartupHiring #GTMStrategy #SaaSHiring #FounderTips #VPofSales #HeadOfGTM #ProductMarketFit

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Building an in-house SDR team is expensive… and it’s only getting harder to scale. That’s why more GTM leaders are turning to outsourced SDR programs that deliver speed, precision, and flexibility without the overhead. At demandDrive, we combine trained SDRs, smart tooling, and data-backed strategy to help teams generate predictable pipeline and measurable ROI. Read how leading B2B teams are redefining the economics of sales development: https://hubs.ly/Q03RWxxs0 #SDR #B2BMarketing #SalesDevelopment #GTM #PipelineGrowth #RevenueStrategy

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