RV E7 - LEAKED: How To Improve Planning Accuracy and GTM Team Alignment Using Pipeline Sources | Refine Labs Invite-Only Event
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ABM Intent - What Is the Best Way to Capture the Demand?
The whole objective of pipeline sources is to look at what is the optimal way to capture the demand. So in the ABM intent example typically when people are using six cents their goal is to cold call someone and get them into a meeting. And so that's why you typically see lower wind rates, longer sales cycles, etc. When you between ABM intent versus pipe declared intent because one of them the buyers come into you and say hey I want to buy now. The other one you're assuming that company wants to buy calling them and then trying to get a meeting. You just see differences in performance downstream. Next up we have Giles who will go through some more detail on how Legion works
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