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Say Goodbye to Second Lead Syndrome

Learn from Palo Alto Networks’ pilot program of a Buying Groups motion which triggered a powerful chain reaction: fewer canceled meetings, increased pipeline growth, accelerated deal progression, and ultimately, greater revenue.
Read the full story here
“When we saw some of the work that LeanData had put together around Buying Groups, it gave us a roadmap on how we could execute it.”

Jeremy Schwartz
Sr. Manager, Global Lead Management & Strategy

LeanData customer story with Palo Alto Networks and their B2B Buying Groups Motion

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Additional resources to fuel your GTM growth.
Buying Groups
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6 Reasons MQLs Don’t Work When Your B2B Buyer is a Committee

For high-consideration products that require input from a buying group, MQLs don’t work. Learn…
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What is a Buying Group & Who is in it?

Learn what a buying group is for B2B sales, the role each member plays, and how to engage with the…
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Professional workers representing a buying group sitting around a conference table

What is an Opportunity-Centric Sales Motion?

There’s a new sales motion gaining traction and it’s primed and ready to disrupt old MQL…

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Adopting a Buying Group Motion in 4 Essential Phases

Transitioning to an opportunity-centric motion based in buying groups is the ultimate GTM sweet…
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If Not MQLs, Then What? The Metrics of B2B Buying Groups

Explore the metrics of B2B Buying Groups for faster conversions and higher revenue. Learn how this…
Buying Groups
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Buying Groups: The Missing Link in ABM Execution

You spent big on ABM tools, but opportunities still stall? Buying Groups may be the missing link…

Discover the Business Case For Buying Groups

Learn from the pros as they share real-world examples of how organizations position Buying Groups internally. Understand the core metrics Marketing teams need to adopt in an Opportunity-centric model.
Watch the full webinar on-demand
“If leads are too narrow and accounts are too broad then buying groups may just be right.”

Jon Miller
MarTech Entrepreneur & Co-Founder at Marketo & Engagio

four working professionals all talking to each other on a LeanData webinar about Buying Groups

Take the Readiness Assessment

The Opportunity object not only reflects how sellers think, it matches how buyers buy. Use this checklist to gauge your organization’s readiness and value potential.

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The Authoritative Guide to Buying Groups

This comprehensive guide to Buying Groups contains everything you need to know about this revolutionary B2B Opportunity-focused motion.
Access the ebook here

Get ready to learn:

  • The inherent problems using MQLs and Account-Based motions when your buyer is a group
  • The fundamental building blocks of a Buying Groups motion
  • The nine most common roles within a Buying Group
  • The impact of a buying group motion on your Marketing, Sales and Operations teams
  • The technology considerations of a Buying Groups motion
  • How to operationalize a Buying Groups motion using LeanData
The Authoritative Guide to buying Groups ebook cover page with graphic images of gears on the front

Learn how TechTarget Implemented an Operational Pilot of Buying Groups

TechTarget CMO John Steinert outlines the three steps his organization took to implement Buying Groups.
Read the full article here
“A Buying Group go-to-market motion makes your revenue waterfall much more productive. It sets you up to close more Opportunities for more revenue with the same amount of sales and marketing effort.”
John Steinert, CMO of TechTarget
John Steinert, CMO, TechTarget
Buying Groups & Intent Signals: Creating an Operational Pilot in 3 Steps

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