In this article, VP Marketing Ed Locher shows you how to set a spark under your account-based sales and marketing campaigns to increase the quality of leads and conversions.
If you’ve gone through the effort of defining your ideal customer profile (ICP), you know how important it is for your organization to target accounts that match your profile. When your revenue teams reach out to potential customers that closely resemble your ICP it’s a win-win for everyone. It’s a win for your prospects because
Account selection is the most critical component to ABM success. That’s why 66% of marketers surveyed by Demand Gen Report indicated that they are using or plan to use technology intelligence to select the right accounts for their ABM programs. But in order to select the right accounts, it’s crucial that you first have an
An updated and data-driven Ideal Customer Profile (ICP) is crucial to the success of your organization. In our previous article, we broke down 4 specific reasons why a well-defined ICP aligns organizations on the companies and markets with the greatest opportunity. In fact, organizations with well-defined ICPs average 68% higher account win rates than those without. What follows in this article is a guide to redefining your Ideal Customer Profile.
What is an Ideal Customer Profile (ICP)? An ideal customer profile (ICP) is a hypothetical description of an organization that has all the qualities that make them the best fit for the solutions you provide. This fictitious organization would benefit the most from your solutions. Naturally then, they have the highest propensity to buy your
Account-Based Marketing (ABM) has skyrocketed into becoming a fundamental marketing strategy for leading B2B technology companies. ABM’s unique ability to allow businesses to focus on each of their accounts and prospects is undeniably effective. In fact, Alterra Group found that 97% of marketers said ABM had higher ROI than any other marketing activities and; SiriusDecisions
Lead qualification is the process of determining whether an account fits your ideal customer profile (ICP). It enables your sales teams to score and prioritize accounts so that they focus on those with high propensities to buy. Traditionally, lead qualification is achieved by account executives manually reaching out to leads over the phone and asking
Cold calling can be hard and unproductive for both SDRs and prospects. Ideally, your inbound marketing efforts should generate enough quality leads to ensure that your SDRs never have to make a call without previous contact or an expressed interest from the potential customer. But even with a lack of inbound support, there are still three
Back to Our Blog Taylor Viens MARKETING & DIGITAL COMMUNICATIONS MANAGER Share this post Share on LinkedInShare on LinkedInTweetShare on TwitterShare on FacebookShare on Facebook Today we’re excited to announce that we have changed our company name to HG Insights and have also launched our new HG Insights Platform with next generation technographics that boost