Marne Reed, Chief Evangelist at PFL, discusses pivoting to a digital outreach strategy in 2020 that engages prospects and breaks through white noise.
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
Now that live events have been cancelled or postponed, it’s absolutely critical for sales and marketing teams to look for intelligent ways to fill the gaps in their pipelines. Naturally, we’re all looking for ways to leverage digital channels to engage with new prospects or existing customers. In the current environment there is a tendency
In our latest Insider Interview series, Tim Riesterer, the Chief Strategy and Research Officer at Corporate Visions, shared some of the key insights from his new book, The Expansion Sale. This book uses scientific research to explain how the buying psychology of existing customers differs from that of new customers and shows how to adapt
Our experts give a detailed walk-through on how to understand the uniquely different buying motivations and criteria that different customer personas have for making decisions. This deep understanding will dramatically help your sales and marketing alignment and drive revenue.
The word “prospecting” can spark mixed feelings among salespeople. Let’s just say it typically isn’t one of the things that our sales team looks forward to, and I’m sure that many other SDR’s and AE’s are nodding their heads in agreement right now. Unfortunately, there’s no arguing that prospecting is one of the most important
Today, B2B sales and marketing teams have a wide range of tools and techniques to make them more efficient and effective in their outreach. The result is a much more competitive landscape when it comes to attracting prospects to your solution. Intense competition increases the length and complexity of the sales process, as prospects have
Our Executive VP of Strategy, Tim Royston-Webb, recently joined David Dulany on his Sales Development Podcast to highlight how companies can use tech intelligence to create more effective sales and marketing processes. During the conversation, he also delves deeply into a variety of topics, including how to: find the most lucrative white space opportunities for
We had an enlightening conversation with Vengreso CVO, Viveka von Rosen, to talk about the role of social selling and tech intelligence to your sales prospecting strategy, how to include and implement it to your current strategy, and how to measure social selling success. Read our interview below to learn what she had to say.