Mahesh Sirvi
Your scoring model says a lead is hot, so sales calls. The prospect turns out to be a student writing a thesis, a competitor pulling your pricing, or a buyer who stopped opening your emails four months ago. The score went up and never came back down, because most B2B models only know how to … Read more
Updated Q2 2026. All vendor pricing verified this quarter. Most “sales automation” lists are quietly broken. They pile a CRM, a cold email sender, an AI SDR, a parallel dialer, and a data vendor into one ranking and pretend they answer the same question. They don’t. B2B sales automation is not one job, it’s five, … Read more
You signed a service-level agreement that promises sales a set number of qualified leads every month. Then a third of them bounce, go silent, or turn out to be a student, a competitor doing research, or a bot that filled in your form at 3 a.m. B2B lead validation criteria are the checks that confirm … Read more
Most manufacturers build an ideal customer profile that fits half the companies in the country. “Industrial firms, 100-plus employees, based in the US” is not a profile; it describes roughly 200,000 businesses, and your sales team knows it. So they ignore the document and chase whatever quote requests land in the inbox. An ideal customer … Read more
Updated Q2 2026. Most “best B2B marketplace software” lists make the same mistake: they mix up two completely different products. Half the entries are tools for running your own single-brand store, and the other half are platforms for operating a multi-seller marketplace. Those are different businesses with different software. This guide covers only the second … Read more
Search “best B2B ecommerce platforms” and most of the first page is written by the platforms themselves. Useful, but not neutral. This guide ranks 12 platforms the way a buyer would: by the use case each one fits, with honest pricing as of Q2 2026, the real tradeoffs, and a verdict on who each platform … Read more
Most “best AI marketing tools” lists are built for a marketing team that does not exist. They mix consumer social schedulers, hobby image generators, and enterprise revenue platforms into one ranking, then sort by affiliate payout. A B2B team reading those lists has to mentally delete half the entries before the list becomes useful. This … Read more
Sarah runs RevOps at a 200-person HealthTech vendor. Her 2022 scoring model awarded +30 points for “visited /patient-portal-features 3x in the last week.” Her general counsel walked her through the HHS Office for Civil Rights Online Tracking Technologies Bulletin: the marketing page itself stayed trackable, but her analytics script had been pulling pixel-level data from … Read more
Google’s AI Overview for “best B2B lead generation companies” sorts the answer into three buckets: done-for-you agencies that run cold outbound for you, done-with-you data platforms that hand you contact lists, and AI SDR services that automate the prospecting motion entirely. That bucketing is useful, but it skips the real decision every founder and revenue … Read more
Marcus runs RevOps at a 240-person product-led B2B SaaS. His 2024 scoring model rewarded a free-trial signup that logged in four times in three days with +120 points, routed her to an SDR, and watched the deal die in week two. She had been a competitor researcher all along. Same week, an outbound contact at … Read more
Knowing how to calculate SaaS CAC is the difference between unit economics that survive a finance review and unit economics that quietly fail one. The math looks fine, the dashboard shows a clean number, and the LTV:CAC ratio you present to the board lands somewhere flattering. Then a thorough audit reveals that 30 to 40 … Read more
The honest case for outsourced lead generation in 2026 starts with a number most founders never run: a fully loaded in-house SDR costs $98,000 to $173,000 a year, a mid-tier agency retainer runs $36,000 to $120,000, and an in-house AI stack (Apollo + Clay + Smartlead) lands closer to $5,000 to $7,000. Three radically different … Read more