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Routing Rules! LeanData's Sales and Marketing Blog

Everything that a data-driven marketer or salesperson needs to know about the complicated process of managing leads, breaking into accounts and increasing revenue to grow your business.

  • “You Can’t Build a Walled Garden”

    “You Can’t Build a Walled Garden”

    Like most movements, this one is starting quietly. There are growing pockets of discontent. People are grumbling about how there has to be a better way and that change needs to happen. While this...

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  • The Unsung Heroes of the Sales Process

    The Unsung Heroes of the Sales Process

    They work quietly in the shadows. They are considered part of the supporting cast, not the leading actors. They aren’t the ones who bask in the cheers whenever a big deal closes. But make no...

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  • The Importance of Technology Stack Synergies

    The Importance of Technology Stack Synergies

    All too often, it’s considered a “bonus” when sales-and-marketing solutions work well together. But why isn’t there a clear expectation that all tools in a technology stack should integrate...

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  • The Growing Account-Based Marketing Bandwagon

    The Growing Account-Based Marketing Bandwagon

    Every morning, a Google Alert for “Account-Based Marketing” is waiting in my inbox. In recent weeks, the list of links in that daily email has been growing longer and longer. There are articles...

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  • It Can Be a Mistake to Build It Yourself

    It Can Be a Mistake to Build It Yourself

    We’re talking about designing your own lead management solution. And, yes, maybe that headline is a little provocative. Operations professionals and software developers don’t like to be told that...

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  • What Sales Ops Needs in a Technology Stack

    What Sales Ops Needs in a Technology Stack

    There’s one thing that you’ll never hear a Sales Operations expert say: You know, there just aren’t enough technology solutions in the market these days. I wish there were more. Instead, Sales Ops...

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  • How Sales Ops Can Get What It Wants

    How Sales Ops Can Get What It Wants

    Buying stuff ought to be fun, right? Especially when you’re not spending your own money. But “fun” isn’t a word that most Sales Operations professionals normally associate with purchasing...

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  • How LeanData Is Breaking the Tech Startup Mold

    How LeanData Is Breaking the Tech Startup Mold

    Let’s begin with the ping-pong table. Yes, we have one. And it’s true that we’ve also been known to celebrate the end of a long week with an impromptu happy hour. But for the most part, LeanData...

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  • LeanData Announces Series B Funding Round Led by Sapphire Ventures

    LeanData Announces Series B Funding Round Led by Sapphire Ventures

    SUNNYVALE, Calif. — (Dec. 20, 2016) LeanData, a leader in sophisticated lead management, announced today that it has received $10 million in Series B funding led by Sapphire Ventures and joined by...

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  • The Sales Operations Playbook By Leading Sales Ops Pros

    The Sales Operations Playbook By Leading Sales Ops Pros

    We’ve reached the point where there’s no longer any disagreement that Sales Operations has become the backbone of the modern revenue engine. But there remains some confusion around what exactly...

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  • What A Real ABM Campaign Looks Like

    What A Real ABM Campaign Looks Like

    We’ve reached peak ABM hype. You’ve seen countless variations of the same presentation about how to get started with ABM, how to sell ABM internally, the ideal ABM tech stack, and on and on. And I...

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  • "Stack & Flow" Podcast Featuring LeanData’s Evan Liang

    "Stack & Flow" Podcast Featuring LeanData’s Evan Liang

    With the explosion of sales and marketing technologies in recent years, many B2B organizations have acted like kids in a toy store. They’ve loaded up on solutions that appear to be really cool...

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  • Ops-Stars at Dreamforce Shows the Rise of Operations

    Ops-Stars at Dreamforce Shows the Rise of Operations

    It began as a modest idea. Create a gathering place for sales and marketing operations pros so they would get more from their Dreamforce conference experience. Then Ops-Stars became a monster hit.

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  • Read All about It with Salesforce Report Subscriptions

    Read All about It with Salesforce Report Subscriptions

    Every morning, I receive an email with a roundup of stories about Account-Based Marketing. I like to keep up on the latest news and developments because my company, LeanData, empowers ABM. So, I...

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  • Infer + LeanData = Happy SDR Team

    Infer + LeanData = Happy SDR Team

    SAN FRANCISCO — Nick Ezzo compares running a smart demand generation process to the evolution of naval ships. And, yes, that’s definitely not an analogy that you hear everyday from a B2B marketer....

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  • Ops-Stars at Dreamforce Finishes with a Bang

    Ops-Stars at Dreamforce Finishes with a Bang

    SAN FRANCISCO — It’s closing time for Ops-Stars at Dreamforce. And we’re not talking about this being the last day of the mini-conference for sales and marketing operations professionals. No, the...

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  • Ops-Stars at Dreamforce Shines on Day Two

    Ops-Stars at Dreamforce Shines on Day Two

    SAN FRANCISCO — Trish Bertuzzi. Marketo’s Renaud Bizet. Box’s Doug Landis. Business leaders from Greenhouse, Gigamon and so much more. Yes, it’s a full agenda on Day Two of Ops-Stars at...

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  • Curtain Rises on Ops-Stars at Dreamforce

    Curtain Rises on Ops-Stars at Dreamforce

    SAN FRANCISCO — Ops-Stars at Dreamforce kicks into high gear today with a jam-packed agenda for sales and marketing operations professionals. A presentation from SiriusDecisions. A session on how...

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  • What You Should Be Asking Dreamforce Vendors

    What You Should Be Asking Dreamforce Vendors

    SAN FRANCISCO — On the eve of the Dreamforce mega-conference, this might be a good time to re-post the most recent version of the Marketing Technology Landscape. In the likelihood that you don’t...

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  • Forecasting Best Practices: A Sirius Perspective

    Forecasting Best Practices: A Sirius Perspective

    Reps have never seen a deal that they can’t win. Joe Ort knows this all too well. He has been in sales at SiriusDecisions, which empowers business leaders to make better decisions, execute with...

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