Amy Hawthorne
Principal Analyst

Author Insights
Blog
Saying Goodbye To MQLs: When Should We Create The Opportunity Entity?
In this week’s Saying Goodbye to MQLs blog, we identify three common points in the revenue process where organizations can create the opportunity entity.
Blog
Saying Goodbye To MQLs: How Does The Buyer’s Journey Change In A Buying Group World?
Learn what changes and what stays the same when you're shifting away from MQLs and toward opportunities and buying groups.
Blog
Saying Goodbye To MQLs: What’s The Role Of The Opportunity Entity In The Revenue Process?
This Saying Goodbye to MQLs blog identifies the role of the opportunity entity and why your team should use it in the revenue process today.
Blog
Saying Goodbye To MQLs: Accounts, Buying Groups, Opportunities, Oh My! How Is It All Connected?
In this week’s Saying Goodbye to MQLs blog, we discuss the relationship between accounts, buying groups, and opportunities.
Blog
Saying Goodbye To MQLs: What’s The Business Impact Of Leaving MQLs?
This week’s Saying Goodbye to MQLs blog post looks at how leveraging signals to identify buying groups can drive value for your organization.
Blog
Saying Goodbye To MQLs: So We’re On Board With Buying Groups, But What About The Individual?
Welcome back to this multipart blog series answering why leads-centric marketing approaches don’t work. In this post, we look at what happens to the individuals if we focus on buying groups.
Blog
Saying Goodbye To MQLs: What’s The Big Deal About Getting Rid Of MQLs?
We received many great questions in our webinar on why leads-centric marketing approaches don’t work. In the first post of a multipart blog series, we focus on the shift from leads to opportunities.
Blog
Saying Goodbye To MQLs: Read All The Posts In Our Series
The “Saying Goodbye to MQLs” blog series is dedicated to answering your questions when making the shift from leads to buying groups and opportunities. You can find all blogs published in this series below. Making the shift from MQLs (marketing-qualified leads) to buying groups and opportunities continues to be a hot topic that boils […]
Blog
Reconfiguring Reporting Lines Is No Quick Fix: Insights From Our B2B Marketing Predictions Webinar
Our recent B2B marketing Predictions webinar explored how some organizations will try to strengthen marketing-sales alignment. Learn how that could fall short — and what the better alternatives are.
Blog
Sales Engagement Platforms Optimize Sales In A Hybrid World
The Forrester Wave™ evaluation covering sales engagement vendors in 2020 was released at a point during the COVID-19 epidemic when sellers could no longer visit customers and 53% of white-collar workers were planning to work from home for the foreseeable future. One year later, the Forrester/Human Resource Executive© Magazine Q3 2021 US HR Decision-Maker Survey […]
Blog
The Sales Engagement Landscape And The Case For The Single Pane Of Glass
In this fast-moving sales technology environment, the sales engagement feature set has never been more valuable. Our new research provides insight into what the future may hold.
Blog
18 Ways Teleservices Teams Can Add Value When Calling Is Uncertain
- Businesses whose teleservices reps are working from home are having to evolve how they engage with prospects
- Teleservices teams should use remote working time to experiment with new approaches, connect buying groups in target accounts, improve product and tool knowledge, and polish their external appearance
- While marketing teams are adjusting programs and outreach plans, teleservices teams are focusing on documenting best practices, processes, and plans for next steps