The Authoritative Guide to Buying Groups
The Authoritative Guide to Buying Groups
38 PagesThis guide from LeanData explains how transitioning from lead-centric and ABM models to a buying group motion drives revenue efficiency. It covers the shortcomings of MQLs, defines buying group roles, and outlines a framework for implementing opportunity-based GTM strategies. Featuring Forrester research, customer examples, and LeanData’s orchestration tools, it advocates cross-functional alignment to improve pipeline quality, sales velocity, buyer experience, and marketing-to-sales collaboration.
