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Segmentation for B2B Companies: A Step-by-Step Guide

"When you speak to everyone, you speak to no one". The rationale behind this statement is relatively easy to grasp—if you don’t personalize your messaging, people won’t feel that what you’re communicating is relevant to them and they therefore won’t be inclined to listen.

The Inner Workings Of A CRM Data Update

While CRM software is powerful on its own, integrating it to other tools across your sales tech stack expands its functionality and makes your job much easier. Ideally, your CRM should serve as the central hub of all your sales activities: it should gather, organize, and analyze all the data on your accounts.

All You Need to Know About Account-Based Selling

After decades of hunch-based, adrenaline-fueled cold calling and Hail-Mary revenue generation, we’ve recently entered an entirely new era. An era steered by intelligent, laser-targeted prospecting and marketing, tuned by personalization and driven by data.

Thanks to new technological innovations, a relatively old business selling model has become more common lately: the account-based sales model. With the use of sales intelligence, companies can now more efficiently than ever before discover the most viable accounts based on a wide range of criteria and create a tailored sales and marketing strategy for them.

Market Entry: How To Expand Your B2B Business To The Nordics

Entering a new, unknown market is like being the new kid at a new school. The possibilities are endless when it comes to making new friends, or in the business world - finding new customers. Still, getting that first great connection can be more challenging than expected.

The First Sales Meeting Isn’t About Selling

Awww… first dates. They’re a mixed bag—you never quite know what you’re going to get. One day, sparks fly and you feel like you’re on the cusp of a whirlwind fairy-tale romance. On another day, you feel your heading for disaster.

Sales Pipeline: What You Need to Know to Get Started

A fun way to think about sales is as a quest. I know that might sound a little odd but, if you just bear with me, I promise the metaphor will make a lot of sense. In this fantastical metaphor, a salesperson would be the brave adventurer setting out on a perilous journey in search of fame and fortune. Now, obviously an adventurer needs many things to accomplish their quest, but there is one essential tool that is negligently underappreciated—a map. I mean, without a map, would Indiana Jones have been able to find the lost Ark? I’d venture to say that it’s doubtful.

Alas, bringing it back to the realm of normality, if a hero is in need of a map, isn’t a salesperson? I can sense your silent nods of agreement on the other side of the screen, so I’ll let you in on a little secret—a sales pipeline is that map for salespeople. A sales pipeline clearly outlines the different stages of the journey that a salesperson has to undertake in their quest to make a sale. It shows the salesperson where they are now, where they need to go next, and what they need to do to get there. Told you we’d get there in the end! Makes sense, right?

How To Find Great Ideas To Grow Your B2B Blog And Drive Conversions

Company and B2B blogs aren't news outlets. Content marketers don't report breaking news or tap into the news cycle. Instead, they have very concrete goals: attract the right readers, generate leads, and ultimately, have an impact on company revenue.

How To Build A Perfect Sales Workflow

Books have been written and debates held on what is the best way to run companies’ new business development. And with an increase in the volume of new tools and technologies, the debate seems to get all the more complicated every year.

Level Up Your CRM Strategy With These Best Practices

When you buy a coffee machine or dishwasher, or even a car, reading the user's manual is a great idea to make the most of all the features.

When you invest in a CRM platform, your strategy is your user's manual. It ensures that the technology delivers on its intended purpose, leveraging customer and prospect data to achieve business outcomes. It helps you align multiple customer-facing teams to use one platform, maintaining a centralized database across your sales organization.

Pros And Cons Of Sales Prospecting Using Insights From Firmographics

Think of any company in the world. What type of company is Tesla? And Apple? What about Spotify?

Most likely, you can use basic firmographics to describe those companies. You know their industry, their location, and probably, have a rough idea of their number of employees and revenue. That's good enough... or is it?

In today's world, basic firmographic data doesn’t often reflect clear differences in needs or current situation. This is the reason why modern salespeople are increasingly relying on other data points when defining their ideal customer profile and focusing on sales prospecting.

Firmographics, a type of company information, has significant value to salespeople who target companies in a specific industry or a chosen size-range as it allows them to quickly filter promising prospects out of a longer list of potential customers. However, firmographic data doesn’t reveal enough details about a company's organization and current situation to help you find those hidden gems you should go after right now.

If you’re a salesperson in the forefront, you combine firmographics, technographics (data showing a company’s online profile and tech stack, etc.) and trigger events.

In this article, we’ll go through what firmographic data is, when it’s useful during sales prospecting and when it simply doesn’t provide you as a salesperson with enough information to help you distinguish a rock-solid prospect from a mediocre one.

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