Tag Archives: Ideal Company Profile

How Well Do You Know Your Ideal Company Persona? (4 Ways You Can Know)

The concept of targeting companies has been around for a long time.  Opportunity pipelines usually consist of company names.  Sales automation typically has started out with creating a company account name.  Knowing which companies to target has been the lifeblood for B2B Sales for decades. This approach, however, is starting to become like trying to race across a quicksand lake.  B2B organizations find themselves sinking deep into a state of darkness with little knowledge about the companies being targeted.  There is a reason for this.  For years, we have done targeting quantitatively, categorically, and statistically.  One problem, these approaches give…

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Tony
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5 Steps B2B Chief Sales Officers Must Take To Survive The B2B Buyer Revolution

For tenured B2B Chief Sales Officers, the world of sales – as they know it – is undergoing its most dramatic disruption in the last 50 years.  What worked before no longer works now.  Sales organizations are under constant assault by both internal forces and buyers.  The demands and expectations of buyers and internal leaders rising each quarter. As I have written about for marketing, B2B sales now find themselves in the throes of a buyer revolution.  The traditional sales processes of the last two decades have been upended and overthrown by newly empowered buyers.  The use of conventional sales…

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Tony
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