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.

  • LeanData Launches Next Generation Routing with Insights

    LeanData Launches Next Generation Routing with Insights

    LeanData CEO Evan Liang will make an exciting announcement next week as part of the annual Dreamforce extravaganza. We’re unveiling Routing with Insights, a lead-and-contact distribution solution...

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  • The Funnel is Dead. Long Live the Funnel.

    The Funnel is Dead. Long Live the Funnel.

    A common metaphor used to describe the relationship between sales and marketing teams at B2B companies is the relay race. Marketing goes first, building brand awareness and generating demand....

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  • Build a Killer Sales Development Machine with Data

    Build a Killer Sales Development Machine with Data

    Trish Bertuzzi is a Sales Development expert who specializes in helping B2B tech companies identify costly problems in their revenue-generation process — and then she fixes them. Bertuzzi likes to...

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  • Ops-Stars: The Place to Be for Sales and Marketing Operations

    Ops-Stars: The Place to Be for Sales and Marketing Operations

    Why Ops-Stars? Good question. And it’s one that deserves a thoughtful answer. There are plenty of great conferences each year that compete for the attention of busy B2B professionals. Does the...

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  • Warriors’ Kirk Lacob and Shasta Ventures’ Doug Pepper Will Headline Ops-Stars

    Warriors’ Kirk Lacob and Shasta Ventures’ Doug Pepper Will Headline Ops-Stars

    SUNNYVALE, Calif., Oct. 3, 2017 /PRNewswire/ — LeanData, the leader in demand management for B2B organizations, is announcing that Kirk Lacob, the Assistant General Manager of the reigning NBA...

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  • The Silicon Valley Way: Listening to Customers

    The Silicon Valley Way: Listening to Customers

    It now has been about three months since I joined LeanData as the Chief Revenue Officer. And I have to say that many of the attributes I initially thought about the company when I joined have been...

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  • You Had a Great Event . . . Now What?

    You Had a Great Event . . . Now What?

    The fall conference season is about to kick into high gear. That’s important at LeanData because, like many B2B technology companies, we see trade shows as a huge part of our Demand Generation...

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  • Trend Toward a Lean Technology Stack

    Trend Toward a Lean Technology Stack

    Masha Finkelstein has a simple philosophy when it comes to evaluating software solutions to boost her marketing efforts. Less is more. “I’m always thinking about ways to better optimize my tech...

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  • Navigating the World of MarTech Tools

    Navigating the World of MarTech Tools

    Evan Liang has a background in venture capital, so he’s no stranger to epic boom-bust cycles of the tech world. He has learned, sometimes the hard way, that what expands quickly can also pivot 180...

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  • The View from TOPO: Lead Routing Matters

    The View from TOPO: Lead Routing Matters

    Research firm TOPO specializes in studying the fastest-growing companies in the world, looking for common traits that they share, and then using those lessons to help clients scale their own...

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  • How Much is Too Much in MarTech?

    How Much is Too Much in MarTech?

    There was a moment, about 18 months ago, when Scott Brinker thought we finally might be approaching “Peak MarTech.” Brinker is the creator of the Marketing Technology Landscape, which has become...

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  • Operations Is Taking Over the Business World

    Operations Is Taking Over the Business World

    Operations professionals are in high demand. Yes, you’re shocked. (Shocked!) As if you didn’t already know that good operations people are worth their weight in gold. But now InsightSquared and...

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  • The Perils of Wasted Time For Sales Teams

    The Perils of Wasted Time For Sales Teams

    Imagine a solitary lead. It has appeared in your database. Hopefully, over time, it will grow and develop into a closed deal for your business. But right now, it’s still just a lonely lead. And...

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  • LeanData Builds on Growing Momentum, Announces Additions to Executive Team

    LeanData Builds on Growing Momentum, Announces Additions to Executive Team

    SUNNYVALE, Calif., July 25, 2017 /PRNewswire/ — LeanData, the leader in lead management, is announcing the addition of three senior-level executives as the innovative startup takes advantage of...

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  • Account-Based Marketing Without a Budget

    Account-Based Marketing Without a Budget

    The Account-Based Marketing discussion has gotten louder and Louder and LOUDER over the past couple of years. But it seems to me that something important often gets lost in all that noise —...

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  • The Reason Why I Joined LeanData

    The Reason Why I Joined LeanData

    During my career as a business leader at great companies like Concur, Zuora, Cisco WebEx and ADP, I’ve sat through my fair share of planning sessions about how to wisely spend our marketing...

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  • Welcome to the Future of Lead Routing

    Welcome to the Future of Lead Routing

    This is not just a chart. Or a diagram. Or a pretty picture. What you see is a lead flow in Salesforce. Not just a graphic representation, mind you. But a real, honest-to-goodness flow of leads...

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  • Half Your SDR Team Left for Coachella! A Checklist for When Reps Are Away

    Half Your SDR Team Left for Coachella! A Checklist for When Reps Are Away

    Hard-working sales reps need time away from the job. It’s good for them and for the business. Recharged batteries help them bust their quotas. In a perfect world, vacation time gets spaced out...

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  • LeanData Among Favorite Apps on Salesforce AppExchange

    LeanData Among Favorite Apps on Salesforce AppExchange

    SUNNYVALE, Calif., May 5, 2017 – LeanData, the leader in sophisticated lead management, has been named one of the 16 favorite Apps on the Salesforce AppExchange. The solutions were chosen by...

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  • Sales Ops + Marketing Ops = Revenue Ops

    Sales Ops + Marketing Ops = Revenue Ops

    Business Operations. Marketing Operations. Sales Operations. There is no lack of departments, roles and labels that encompass the process-oriented portions of B2B organizations. But now, another...

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