article thumbnail

How to Choose the Right Accounts for ABM, from HubSpot's ABM Product Manager

Hubspot Sales

For this type of campaign, it’s best to use an automated Ideal Customer Profile (ICP) workflow to flag best-fit companies. Upsell, cross-sell, or renewal : As most sales reps can attest, it’s often easier to sell more to an existing customer than to close an entirely new customer. Need convincing?

article thumbnail

Sales prospecting: Ultimate guide to your B2B sales success

PandaDoc

In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work. You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Defining the Real Buyer

Sales and Marketing Management

Author: Alicia McCarty As we are all very well aware, today’s buyers expect us to speak to them personally, not in their general direction; increasingly, customers want businesses to know what they want before they do and to serve them hyper-targeted, relevant content and offerings.

article thumbnail

How to Use the Tech Stack to Displace Competitors

DiscoverOrg Sales

That’s 27% more unique technologies than 2017.). Start by looking on your competitors’ websites: They often prominently display the logos of their biggest customers. Step 3: Engage with client voice (but don’t mention the tech stack). You could ask: “A lot of our clients come over because they love our intuitive analytics.

article thumbnail

How to Operationalize Account-Based Marketing

DiscoverOrg Sales

If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. You need to know whether you have 20,000 accounts that are really a good fit to your ideal customer profile (ICP), or only 1,000. Fit your ICP and which are the highest fit. You already know this.

article thumbnail

Artificial Intelligence and Marketing

Zoominfo

While B2C organizations such as Apple and Amazon have been quick to climb aboard the AI train, businesses in the B2B realm have been a bit more hesitant; as of 2017, only 10% of B2B companies are incorporating AI into their marketing technology stack ( source ). That’s right; you were aided by AI. So, what’s the problem?

article thumbnail

Introducing AccountView by DiscoverOrg

DiscoverOrg Sales

Jumpstart Account-Based Everything & Identify Target Prospects That Look Just Like Your Best Customers. But, to get it right, sales & marketing professionals must first understand the profile of their best and most valuable customers, develop an ideal customer profile (ICP), and use it as a pattern for identifying target prospects.