Demandbase

If there’s one thing we know how to do, it’s SWAG! 🎁✨ We loved collaborating with Thumbprint FORMERLY ScreenBroidery) and Women in Sales to create the ultimate gift experience for their Palm Springs retreat attendees. From cozy slippers to luxe self-care goodies, every detail was designed to make this event extra special! 💜🌴

Enterprise selling is complex. Multi-threading across buying committees, identifying key stakeholders, and proving ROI—sales teams need structure to win. The SPICED framework (Situation, Pain, Impact, Critical Event, Decision) helps diagnose customer needs, but execution at scale is the real challenge. Demandbase #Agentbase is changing that. 👉 How AI Agents Automate SPICED Execution [S]ituation → AI-Driven Account Insights • AI Agents surface real-time intent signals and engagement data. • Sales teams instantly know which accounts are in-market. [P]ain → Buying Group Intelligence • Identifies key decision-makers across the account. • Maps personas to pain points automatically. [I]mpact → AI-Powered Recommendations • Analyzes past deal cycles to suggest next-best actions. • Ensures outreach aligns with business objectives. [C]ritical Event → Adaptive Programs • Tracks budget cycles, leadership changes, and product launches. • Automates outreach at the perfect moment. [D]ecision → Pipeline Execution • Eliminates manual execution by automating audience targeting. • Optimizes campaigns and orchestrates sales engagement. 🚀 The Result ✅ Less guesswork, more execution ✅ Aligned marketing and sales motions ✅ Faster pipeline velocity SPICED works. SPICED plus AI Agents? That’s the future of GTM. How are you scaling sales execution? #AI #GTM #EnterpriseSales #SPICED #B2BMarketing #SalesAcceleration #agentbase

AI is not the future of go-to-market. It’s happening right now. But here’s the catch: AI is a force multiplier, not magic. If the foundation of your GTM is not strong, AI will expose and deepen the cracks. It can scatter your resources, and confuse your teams. If you want to win, you need the right AI—one that aligns your tech, your teams, and your targets to drive real revenue growth. For years, sales and marketing teams have been operating in silos: different data sets, disconnected outreach, and competing priorities. AI should fix that, but if you’re not careful, it’ll make things worse... GTM agents, when used incorrectly, are the latest culprits in this chaos. Instead of uniting sales and marketing, they can: 1. Misalign your teams – Agents can pull from different data sets, creating even more disconnect between sales, marketing, and customer success. 2. Operate on bad data – AI is only as good as the data feeding it. If your first-party data is dirty and your third-party signals are weak, your AI-driven insights are worthless. 3. Overpromise and underdeliver – Too many V1 AI products are being oversold as ‘magic bullets’ when they’re really just hype machines. 4. Become commoditized – Many of today’s AI-driven prospecting and email generation tools are about to become table stakes. If you’re investing big in these alone, you’re already behind. 5. Distract from strategy – The best GTM teams align resources to the highest-value accounts. AI should sharpen that focus, not dilute it with shiny new tactics. The solution is AI that aligns, not fragments. If you want to see how the right AI is transforming go-to-market, join us at Demandbase's GO London Summit on April 30, 2025. This is where the top minds in B2B sales and marketing will share how they’re leveraging AI to: - Scale aligned, AI-driven GTM strategies - Use AI-powered account intelligence to stay ahead of the competition - Optimize pipeline efficiency and turn intent into revenue I’ll be delivering the opening keynote, breaking down the real future of AI in GTM—and how we’re making sure it works for you, not against you. AI is the biggest opportunity we’ve ever seen in B2B. But it’s also the biggest risk—if you get it wrong. Don’t let fragmented AI sink your GTM strategy. Join us here: https://lnkd.in/gbJEhBcP

Demandbase + Adobe = next-level B2B marketing 🤩 We’re taking data-driven marketing to new heights! Our latest integration brings our keyword-level intent data directly into Adobe Real-Time CDP B2B Edition within the Adobe Experience Platform, empowering you to: ✨ Segment audiences with precision ✨ Launch hyper-targeted campaigns ✨ Maximize the power of your first-party data …and so much more! Ready to see how it works? Get the details in our blog: 👉 https://bit.ly/4bGkPds #B2B #B2BMarketing #Integration

B2B marketing in 2025 is all about precision—targeting the right accounts, optimising pipeline, and driving revenue with data-backed strategies. Join my session at #FullFunnelSummit on 25 March at 2pm GMT where I'll break down the top CMO strategies to: ✅ Find in-market accounts first – using intent data & buying signals ✅ Maximise close rates – aligning marketing & sales for seamless conversion ✅ Eliminate wasted ad spend – reaching decision-makers at the perfect moment Expect real-world examples, actionable insights, and a framework to take back to your team. 🔗 [Register Now - https://lnkd.in/eWkdK5qp] #B2BMarketing #CMOStrategy #RevenueGrowth

Join Tom Keefe, Principal GTM Expert, for a live, in-platform demo where we’re unlocking the next phase of GTM insights—from product engagement scores to tracking sales touches by persona and more! Consider it your lucky break for driving smarter growth! ☘️ You won’t want to miss this chance to arm your team with game-changing insights for 2025. Save the date for March 24th and register now: https://okt.to/KOTAi5 #Webinar #RevOps #B2B

☘️ Happy St. Patrick’s Day! We're celebrating by giving you the chance to strike #B2B gold! 🌈✨ We’re giving away 10 tickets to GO London, where you’ll gain insights, network with top leaders, and discover the latest trends in B2B. To enter: 💚 Comment with one B2B trend you think will shape the rest of 2025 💚 Tag a colleague who would love to join you at GO London Winners will score a ticket for themselves and a friend to attend the summit on April 30th! Winners will be chosen at random and announced on Friday, March 21st. Get all the summit details here: https://okt.to/5SljCU Feeling lucky? Enter now! ☘️👇 #GOLondon #DemandbaseGO #Giveaway

Two weeks ago, we launched 🤖 Agentbase, our game-changing AI designed to automate and optimize your GTM strategy. Now, we’re inviting YOU to take it a step further... 🥁 Introducing the AI design partner program! 🎊 This exclusive opportunity gives you early access to Agentbase and a direct role in shaping the future of account-based GTM. Why Join? ✔️ Get hands-on with AI-powered Agents before anyone else ✔️ Influence the evolution of AI with your insights ✔️ Collaborate with top industry innovators ✔️ Unlock thought leadership perks—badges, swag, and more 🚨 There are only 30 spots available! Don’t miss your chance to be at the forefront of AI innovation. Sign up now: https://okt.to/oimVqL #Agentbase #AI #B2B #GTM #AIAgents

YOU own my calendar for Forrester B2B Summit! Grab a time slot before they're gone for us to chat. We could ... - vent about sales and marketing - discuss trends we're seeing - talk about our favorite AI use cases - record a video for LinkedIn together - improve your account-based strategy - share our favorite hat brands - take selfies with cacti (Phoenix and all) - browse the Demandbase swag shop - book a podcast recording time - or anything else that helps you in 2025 If you're going to be in Phoenix, I hope we get to catch up. 🤞

As the VP of Sales Development at Demandbase for over ten years, I hired hundreds of xDRs.  Many of them are now super successful President's Club level sellers in both Enterprise and Mid-Market segments, Sales Leaders, Solutions Consultants, Marketers, Product Marketers, Customer Success Managers and Leaders and RevOps professionals.  Several are leading their own companies and killing it. The skills you learn in the xDR role are invaluable in your career no matter what path you go.  Go ask your Head of Sales or GTM members of your Exec team about their experience and you are likely to hear stories about how much they learned grinding it out in that role or something similar.  It is your foot in the door to B2B where you hone a lifelong skill set. I know talking about the characteristics of top performing xDRs is not a new topic here, but I want to share my view on it, as I am passionate about witnessing great xDRs at work.   In my experience, I’ve noticed that top performers typically have these six traits: 1️⃣ Resilience & Grit – Rejection is part of the game. The best xDRs have short term memory.  A 10% success rate is winning, you need to be able to brush it off, fight through and figure out a way to get to the number 2️⃣ Natural Curiousity – They ask insightful questions that dig deeper into the prospect’s pain and needs.  They are genuinely curious and want to find ways to solve problems 3️⃣ Coachability – Great xDRs constantly seek feedback and knowledge. They want to constantly improve.  They are great listeners. They are not afraid to try new things 4️⃣ Competitive Drive – Goal-oriented and motivated, they thrive on exceeding targets.  They are not just planning to win this month, but for months to come.  They hate to lose 5️⃣ Storytelling Ability – A strong xDR knows how to tell engaging stories that help prospects envision success using your product or service and gets them excited to learn more 6️⃣ Process Driven - They find a process that works and they stick to it.  Iterate when necessary, but have a process.  They are organized. They are accountable.  They get the job done. If you are looking to get your start and are worried you don't have the experience to get noticed, that's not really something the modern xDR Leader prioritizes.  Many xDR Leaders are not looking for experience in the role, they are looking for the intangibles above.  These are the leaders you want to work for and learn from. To any xDRs or xDR/Sales Leaders out there reading this -> What do you think of this list? Are there any other traits that are crucial for a successful xDR? I’d love to hear your thoughts! To any xDRs or aspiring xDRs out there looking to get your start, I am more than happy to connect and provide any guidance I can.  Hit me up. P.S. AI will not replace great xDRs only make them more effective. That's a post for another day... #SalesDevelopment #BusinessDevelopment #SDR #BDR #CareerInsights #Leadership #B2B #SaaS