Pete Brown

Intent data is a powerhouse for GTM teams, but if you score every signal the same way, you risk inflating engagement and distracting your sales team with "false positives." Our latest playbook, by Tom Keefe, Director of GTM Experts at Demandbase, walks you through how to strategically set up Engagement Points for Bombora intent. Inside, you’ll learn: ▸ How to distinguish between generic research and competitive intent ▸ Why a "conservative" scoring model actually leads to higher-quality leads ▸ A step-by-step guide to Topic Tiering (Tier 1 vs. Competitive) Read the full playbook here: https://okt.to/qCPvL6

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What if the secret to remarkable sales growth isn’t a new hire, but an AI that works like one? If you're leading a business and wondering how AI will actually impact your bottom line—not in theory, but in real, everyday decisions—this episode is for you. With AI evolving faster than most leaders can keep up, it's no longer about if you’ll use it, but how well and how soon you adapt. Thiago Da Costa #datagrid https://bit.ly/4nPsrjg

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Talked to 100+ GTM leaders this year 📌 Here's the pattern: 🪜 Rung 1: Manual everything. "We'll automate later." 🪜 Rung 2: Basic Zaps. Breaks constantly. 🪜 Rung 3: Clay workflows. Needs an agency to maintain. 🪜 Rung 4: 12 specialized tools. $42K/year. Nothing integrated. 🪜 Rung 5: Describe what you want. It runs. Most teams think they're on Rung 4. They're actually on Rung 2 with better branding. The jump from 4 → 5 isn't adding another tool. It's removing the ladder entirely. Swipe through to find where you actually are 👉

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Hiring your first GTM leader isn’t just about hitting revenue targets. It’s the ultimate stress test for your product. Early GTM talent doesn't just sell; they expose every crack in your messaging, pricing, and product-market fit. If they’re struggling to gain traction, it’s rarely just a "sales" problem. It’s usually a "clarity" problem that was invisible while the founder was doing the selling. At the Seed to Series B stage, you don't need a polished VP from a Big Tech firm. You need a "pathfinder": someone who can navigate the noise and tell you exactly why the market is pushing back. The faster you hire someone who isn't afraid to surface these cracks, the faster you can fix them and actually scale. #StartupHiring #GTM #Founders #ShieldsGroupSearch

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Is your SDR motion resilient, or just "busy"? For many GTM leaders, a "tactical fix" for email health often reveals a deeper structural liability: Tool Sprawl. When your team is juggling six disconnected point solutions, they aren't selling; they are paying a "fragmentation tax". At 3Sixty Insights, we tracked how one company moved beyond the "Franken-stack" to a unified Sales Operating System. The shift wasn't just about saving money—it was about reclaiming the team's headspace.The Analyst Verdict:From Patching to Rebuilding: Stop layering niche tools on top of a fragile motion.The 50% Rule: By removing the "seams" between systems, SDRs in this study moved from an email-only past to spending 50% of their day on the phone.Step-Function Growth: Consolidation delivered a 95% productivity lift and tripled pipeline.Stop managing a stack. Start managing your mission.

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