InMarketIQ Articles
Research for finding and prioritizing your best B2B buyers.
Practical guidance for revenue leaders deciding which markets, accounts and people deserve attention, and what evidence should change that decision.
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Pipeline quality
How to Improve B2B Lead Quality
Build a stronger definition of quality by connecting customer fit, person-level buyer behavior, buying-group context and sales outcomes. Read the complete guide →
The operating questionWhy is marketing generating leads that sales does not want?
A practical framework for improving the market, the priority and the people entering the pipeline.
Latest research.
Each guide answers a specific revenue decision and links to the related concepts the team needs next.The Modern B2B Ideal Customer Profile
Build market fit from customer outcomes, then connect the account to the people behind the decision.ICP Scoring: How to Measure B2B Customer Fit
Turn the ICP into an explainable fit model while keeping current buyer activity separate.B2B Account Scoring
Decide what belongs in the score and how fit, buyer movement and buying groups work together.How to Prioritize B2B Accounts and Prospects
Give sellers a clear reason to focus on one account, opportunity or person before another.How to Improve B2B Sales Prospecting
Improve prospecting by giving sellers a better market, better priorities and clearer reasons to engage.B2B Sales and Marketing Alignment
Give both teams one market, shared buyer definitions and coordinated priority rules.How to Improve B2B Pipeline Coverage
Build enough credible opportunity value to support the revenue target.B2B Buyer Intelligence
Connect customer fit, people, buying groups and current buyer movement.How to Identify a B2B Buying Group
Map the people who shape, evaluate, approve and use the purchase.What an AI ICP Builder Should Actually Learn
Define the evidence an AI ICP model should learn from and explain.How to Generate More Qualified B2B Pipeline
Build pipeline around strong fit, relevant people and measurable progress.Why Is Your B2B Sales Pipeline Drying Up?
Diagnose the market, buyer access and conversion problems behind a shrinking pipeline.How to Improve B2B Pipeline Quality
Increase confidence in opportunities through fit, people and buying-group evidence.Why Does Sales Say Marketing Leads Are Bad?
Fix the fit, person, context and feedback problems behind lead-quality conflict.Account Scoring vs Lead Scoring
Understand when to score the company, the person and the buying group.What Are B2B Buyer Signals?
Learn which buyer signals matter and how to connect them to real people and fit.How to Build a B2B Target Account List
Build a market from customer outcomes, company fit, buying groups and current buyer evidence.How to Know Which B2B Accounts Are In Market
Connect strong fit to person-level movement and buying-group activity.Why Do B2B Deals Stall?
Diagnose the fit, stakeholder and decision gaps that stop opportunity progress.How to Improve B2B Win Rate
Improve opportunity quality, buying-group coverage and learning from closed outcomes.How to Find B2B Decision-Makers
Map the people who shape, approve, evaluate and use the purchase.Practical field guides
Apply buyer intelligence to the decisions your team makes.
How to Build an Ideal Customer Profile With AI
Use customer outcomes, company understanding, buying groups, exclusions, and human control to build a market your team can act on. Read the guide →What Is Buyer Intelligence?
Understand how fit, people, context, movement, and outcomes combine to improve the next revenue decision. Read the guide →Account Prioritization
Rank the companies and people most likely to become valuable customers, then explain why each deserves attention. Read the guide →Buyer Intent Signals
Separate useful buyer movement from noise by connecting each signal to customer fit, the right people, and a credible next action. Read the guide →Explore by revenue decision.
Follow a complete topic path or start with the decision creating the most friction for your team.
Customer fit
ICP & Customer DNA
What Is B2B Customer DNA?Winnable Market vs TAMThe Modern B2B ICPTarget Account ListsICP ScoringAI ICP BuilderWhat AI ICP Should LearnBuild an ICP With AI
Buyer understanding
Buyer Intelligence & Buying Groups
What Is Buyer Intelligence?Evaluate Buyer Intelligence PlatformsB2B Buying GroupsBuying-Group CoverageBuyer Intent SignalsFive Types of Buyer SignalsIn-Market AccountsDecision-Makers
Seller focus