OutboundView

FEBRUARY 28, 2019

If your understanding of your target audience or ideal client profile needs work, then use these two powerful, simple tactics to master and understand your ICP: Make a list of your existing client base, enrich their data, and map their buyer journey. Buyer demographic and behavioral data was difficult to find. All that has changed.

Inbound 28

Inbound Ideal Customer Profile Top of Funnel B2B 28

LeveragePoint

APRIL 17, 2019

At a critical moment late in a sales or renewal process, the alarm goes off. There are two types of alarm that usually generate this flurry of activity: (1) a large current customer considering a switch to a new vendor, or (2) a positively- inclined, new customer who needs a business case to get internal approval to buy.

Sales Process 22

Sales Process Case Study Sales Cycle Engineering 22

Sales Hacker

MARCH 2, 2020

Strategy and Process. So what are the best sales books for helping you reach peak performance? I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. Sales Models and Fundamentals. Spin Selling.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. We’re often encouraged to hide, toughen up, and bury our emotions. The expectation is that we can “do it all.” Anything less is failure. Heck, stand at the head of it.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130