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The Authoritative Guide to Buying Groups

The Authoritative Guide to Buying Groups

LeanData
Pages 38 Pages

This guide from LeanData explains how transitioning from lead-centric and ABM models to a buying group motion drives revenue efficiency. It covers the shortcomings of MQLs, defines buying group roles, and outlines a framework for implementing opportunity-based GTM strategies. Featuring Forrester research, customer examples, and LeanData’s orchestration tools, it advocates cross-functional alignment to improve pipeline quality, sales velocity, buyer experience, and marketing-to-sales collaboration.

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