The Intersection Newsletter
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Blend of both: in-house & outsourced sales development services
Sales development is a key driver for the success of any organization, ensuring that leads are identified, properly qualified and identified as a near term prospect before being swiftly transferred
ABM basics: how to build an ideal customer profile (ICP)
The framework of any ABM program starts with developing and defining your ideal customer profile (ICP). A well defined ICP is a strong foundation for any successful ABM program. While
3 ways to use intent data in multichannel orchestrations
Intent data, account-based marketing, and orchestration are on many marketers' “to-do” lists and work best in tandem with one another. Here's how to align intent and account-based efforts.
The definitive guide to activating intent data
Big data drives marketing strategies in every industry. But with big data flooding in every day, marketers are still learning how to make sense of it all and use it
4 steps you can take to fix your channel partner relationships
The channel has been a mainstay for decades, helping vendors get their products and solutions out into the hands of customers at scale. However, the landscape transformed in the last
Why aren’t your channel partners hitting sales targets?
Channel partners have been helping vendors get their products into the hands of customers for many years, making indirect sales possible. They can be a great asset, especially for multi-solution
Senior sales guide: why upselling is vital for technology companies
With competitors on every corner, and with leads spending more and more time in the sales funnel, the time and cost of selling to a new customer is higher than
Quick wins with account-based marketing (ABM)
Need to prove pipeline impact and looking for some quick wins? ABM has you covered. Check out the following account-based marketing solutions proven to generate quick and powerful steps to
The 5 biggest challenges tech marketers face in ABM (and how to solve them)
When we last surveyed B2B technology marketers around the world in 2021, the positive impact of account-based marketing (ABM) was already clear. Although one-third of respondent organisations had been practising
5 key elements for a successful business development team: Is your organization set up for success?
If you want more sales, you need a sales development strategy. As shown by Foundry SDS recent report ‘The sales development landscape into 2022‘, this is one of the most
Generate more revenue with sales activation
Welcome to the third installment of our ABM Crash Course series. In part one we covered launching successful display ad campaigns, and in part two we discussed delivering a personalized experience. In
How to deliver a personalized experience
Welcome to the second installment of our ABM Campaign Crash Course series. In our premiere post, we had an in-depth discussion and a step-by-step guide on display ads. Today’s course is
How to automate your lead nurturing strategy
A quick introduction to lead nurturing with automation Lead nurturing is essential for seizing opportunities to move your leads down the sales funnel and turning them into buyers. However, lead
The complete guide to lead nurturing
A quick introduction to lead nurturing: How it is vital for converting leads Do you have marketing and sales-qualified leads that never convert, no matter how many times your sales
The complete guide to lead qualification
A quick introduction to lead qualification: How it is vital for boosting sales conversion Did you know that lead generation is only half the battle? All too often, we see
How to launch successful account-based display ads
Welcome to our ABM crash course series where we’ll cover ABM campaign fundamentals and answer ABM’s most pressing questions. This week we are going to tackle the ins and outs
12 best practices for managing BDR teams in the technology sector
Nobody said running a business development representative (BDR) team in the technology sector is a straightforward process. In simple terms, it is hard to recruit and retain staff, they get
A 3 step guide to 1:1 account-based marketing
The way we see it, there are three basic models for account-based marketing: 1:1, 1:FEW, and 1:MANY. Of the three models, 1:1 ABM is probably the most obvious. It’s the hyper-targeted, whale-hunting