Moving from data driven to metrics informed decisions and what does this mean for customer acquisition professionals?This was a primary topic of conversation on the latest Selling the Cloud podcast with Michael Pollack, Intricately CEOData is like water - it's really important if you don't have any but what if you have TOO MUCH?  Water's value increases exponentially when you process or distill it into higher value outcomes (coffee vs water).  This applies to B2B Marketing and Sales by evolving your data strategy from "contacts to context" - creating marketing & sales intelligenceCRM, Martech and Salestech platforms contain and create a lot of content (data) - but not enough context such as: -  What to say and/or what content to share-   When do you share it and how-   How do you say it or how do you message the contentMarketing can add more value to revenue growth by REDUCING the number of leads and moving to a "disqualification" versus "qualification" orientation. Disqualifying low fit leads, contacts, and prospects increases time invested on high quality leads & opportunitiesWe all know the buying journey has changed - but why are we still using techniques from 10 years ago?Mike has some interesting insights and ideas that he shares in this episode.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.