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Most revenue teams have more prospects in their CRM than they can handle. The problem, frankly, is not building up contact lists—the problem is maximizing the pipeline to identify the best prospects and engage them effectively. The sub-par prospects that […]
Ideal customer profiles are a staple of B2B sales strategy. And they make sense: if you can identify the traits that make your best customers your best customers, you can target the same traits in your best prospects. The problem […]
Straight up, the B2B world does not get measured and tracked the same as the B2C world. Years ago, consumer sales vendors used to track just demographics. Today, they know a ridiculous amount beyond your age, your gender or your […]
