Founding PMMs · February 28, 2025
Win/Loss Analysis with Small Sample Sizes
You're closing 5 deals per month and need win/loss insights. Here's how to extract meaningful patterns when sample sizes are tiny.
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Demand Generation · February 27, 2025
Content Syndication That Drives Quality Leads, Not Just Volume
How to leverage syndication networks to reach new audiences without sacrificing lead quality
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Sales Enablement · February 26, 2025
Win Room Design: The Three-Hour Workshop That Closed $2M in Pipeline
I watched a poorly executed win room kill a $800K deal. Then I learned how to design win rooms that actually accelerate deal cycles and close complex...
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Competitive Intelligence · February 25, 2025
Deconstructing Competitor Messaging (My Framework)
Competitor messaging reveals their strategy, target customers, and positioning weaknesses. Here's how I systematically deconstruct and respond to it.
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Customer Research · February 24, 2025
Buyer Persona Development: How to Build Personas That Actually Inform GTM Strategy
Most buyer personas are useless fluff. Here's how to create personas based on real research that drive decisions.
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Event Marketing & Field PMM · February 24, 2025
Building a Hybrid Event Model (In-Person + Virtual)
Our customer conference had 200 in-person attendees. We turned away 400 people who couldn't travel. The next year, we went hybrid: 180 in-person + 620...
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Event Marketing & Field PMM · February 24, 2025
Event Follow-Up Strategy That Converts 40% of Leads: Speed and Personalization
I used to follow up with event leads a week later with generic emails. Conversion rate: 8%. Now I follow up within 4 hours with personalized outreach....
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Demand Generation · February 24, 2025
Event Marketing That Actually Generates Quality Pipeline
How to plan, execute, and follow up on events that create real business outcomes, not just booth traffic
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Industry Marketing · February 23, 2025
PropTech for Commercial Real Estate: Long Sales Cycles, Big Deals
Commercial real estate moves slowly, values relationships over technology, and makes decisions in years not months. Here's how we built a CRE software...
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Product Marketing Operations · February 22, 2025
Our PMM hiring rubric (and why culture fit failed us)
We hired for culture fit and skills. Three bad hires later, we rebuilt our rubric around demonstrated capabilities. Here's what actually predicts PMM...
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Sales Enablement · February 22, 2025
Building a Sales Play That Reps Actually Use
I've built sales plays that gathered dust and plays that became standard operating procedure. The difference isn't quality—it's whether you build with...
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Demand Generation · February 21, 2025
Using Intent Data to Identify In-Market Buyers
How to leverage buyer intent signals to prioritize accounts and improve conversion rates
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