Greg Poirier

BANT: A Dead Easy Method for Qualifying Leads

BANT, purportedly created by IBM, is widely used, generally accepted, and easy-to-understand method for qualifying leads. What does BANT stand for? The acronym BANT stands for Budget, Authority, Need, and Timeline....

Why Excel is a Startup’s Worst Enemy

This blog post was born out of an off-hand tweet written by our President and Founder Greg Poirier that stirred up an interesting conversation. Greg has a decade of startup...

How to Create a Dedicated Integration User in Salesforce

If you’re not sure what a Dedicated Integration User is or you’re not convinced there’s value in having an Integration User, check out our previous blog post: Why You Need...

Why You Need A Dedicated Salesforce Integration User

Salesforce is the most powerful CRM in the world, in large part because of how diverse the ecosystem of tools that can be integrated with it is. Organizations have long...

CloudKettle: Year 3 by the Numbers

Another year has gone by which means it’s time for CloudKettle Year 3 by the Numbers. This is one of our favorite posts to write every year, and we hope...

Marketing Automation to Enable Renewals

Read this post to learn how you can leverage Marketing Automation beyond the initial sale to enable upsell and renewals. Marketing Automation: The Status Quo B2B marketers understand how to...