Author: Olivia Siddle

Olivia Siddle is a go-to-market strategist with 12+ years of experience in B2B. She writes about sales, marketing, and buyer behavior, with a focus on improving prospecting and engagement. Her approach centers on clarity, relevance, and practical insights.

Sales Prospecting Methods and Techniques for Modern Outbound Teams
Modern outbound teams face a different environment than five years ago. Buyers are harder to reach,…
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B2B Sales Prospecting: Strategy, Process, and Execution
B2B revenue growth depends on the quality of accounts entering your outbound pipeline. Before outreach begins,…
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Best Lead Qualification Tools for B2B Revenue Teams
Your marketing team generates leads. Your SDR team works them. Your CRM reports pipeline. But the…
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How to Improve Lead Conversion Rates in B2B Sales
When revenue slows, most B2B teams increase lead volume. More campaigns. More spend. More pipeline at…
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Why Higher Lead Volume Is Not Translating Into Revenue Growth
For many B2B revenue teams, the warning signs are subtle at first. Lead volume increases quarter…
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What Is Lead Quality in B2B? A Framework for Measuring Revenue Impact
Most B2B revenue teams measure lead volume when they should be measuring lead quality. When marketing…
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Qualified Leads in Sales: How Revenue Teams Define and Operationalize Lead Quality
Qualified leads in sales represent contacts that meet specific criteria indicating purchase intent, budget authority, and…
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How to Fix CRM Hygiene by Blocking Bad Deals Upstream
Your CRM shows 4x pipeline coverage. Dashboards look healthy. But during forecast reviews, half the deals…
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CRM Pipeline Decay: Why Deals Rot After They Enter the Funnel
Most revenue organizations treat their CRM as both the system of record and the execution engine…
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