Account penetration rate: the metric cold outreach ignores
Reply rate measures people. Account penetration rate measures companies. Here is why the second one is the only number that maps to pipeline.
4 min
Cronical resources
Working accounts, not contacts.
Field notes on working accounts instead of contacts: buying committees, multi-threading, deliverability, and the craft of outreach that respects the reader.
B2B Buying Committees: How to Win the Whole Account
B2B buying committees now run 6 to 13 people and decide the deal. A guide to how big they've grown, who sits on them, and how to reach them all.
8 min
What Is a GTM Engineer? The Role, Explained
A GTM engineer builds the automated systems that turn go-to-market strategy into pipeline. What the role does, what it pays, and why it exists now.
12 min