11 min read
Upleveling Your Sales Calls: How to Use Better Account Context Before, During, and After the Call
You're already capturing the product usage. Can your reps act on it for their sales calls?
Resources
Insights & Best Practices
Expert guidance on AI-powered lead intelligence, scoring strategies, and B2B marketing best practices to help you convert more leads.
Articles
6 min read
The State of PLG Lead Scoring in 2026
The standalone PLG lead-scoring category consolidated into enterprise suites. Here's what got acquired, what it means for buyers, and the problem none of them fully solved.
13 min read
Account Scoring vs Contact Scoring: Why B2B Needs Both
Most lead scoring focuses on individuals. But B2B buying involves multiple people at one company. Here's why account-level scoring captures what contact scoring misses, and how to implement it.
12 min read
PQL vs MQL: When to Use Each (and How to Combine Them for Hybrid GTM)
MQLs capture declared intent. PQLs capture product behavior. Most B2B SaaS teams need both. Here's when each framework fits and how to build a unified scoring model for hybrid GTM.
14 min read
B2B Lead Scoring Criteria: Product Usage Milestones That Actually Predict Conversion
Most lead scoring criteria lists stop at job title and email clicks. Here's how to identify the product usage milestones that actually predict conversion, from activation to collaboration to expansion.
14 min read
Why Rules-Based Lead Scoring Breaks Down (and How AI Handles the Nuance)
Points-based scoring works until your buying behavior gets complicated. Here's where rules fail, what AI actually does better, and why the foundation matters more than the model.
4 min read
First-Party Data Strategies for B2B Lead Intelligence
How to build more accurate lead intelligence from the first-party data you already collect, without relying on third-party cookies or external data sources.
5 min read
5 AI-Powered Lead Scoring Best Practices for Modern B2B Teams
Discover how AI transforms lead scoring from a guessing game into a precision science. Learn the strategies that top B2B teams use to prioritize the right leads at the right time.
22 min read
2026 Guide to AI Lead Scoring
The complete guide to AI lead scoring for B2B SaaS. How to define your outcome, choose the right signals, evaluate tools, and build a scoring system that actually improves pipeline.