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.

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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GTM Tools for B2B Revenue Teams: Choose Tools That Actually Work
GTM execution is built from ordinary, repeatable work. Accounts are selected, signals are reviewed, outreach is…
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CRM Data Enrichment for Reliable Sales Pipeline Health
Your CRM shows 4× pipeline coverage. Fields are populated. Accounts have firmographics, technographics, and intent scores….
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B2B GTM Template: Execution Worksheet for Revenue Teams
Most B2B companies confuse having a GTM strategy with having executable GTM documentation. Leadership agrees on…
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