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 with ICPs is that they are generally a shallow way to characterize companies. A sales […]
A recent Gartner study noted that the B2B purchasing process is complex. While that might not totally take you back, you might be surprised to learn that 77% of B2B buyers reported that their last purchase was complicated. So, let’s take a look at your B2B sales funnel to simplify the buying journey for customers […]
Cold sales outreach catches a bad rap for good reasons. A lot of people don’t enjoy receiving cold calls and sales pitch emails. Plus, a lot of sales reps aren’t particularly genuine about making those connections. We find that a lot of the advice out there about how to improve your SDR prospecting is obvious […]
40% of outbound time is wasted with inconsistent, frustrating and manual research.