Creating a Detailed Ideal Customer Profile

Feb 3, 2017

Erika Granath

Are you focusing your sales and marketing resources on the right companies? To be able to answer yes, you need to define your Ideal Customer Profile. It is among the most important things to do to maximize the relevance of your marketing and the results of your sales efforts.

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Topics: Ideal Customer Profile, Sales Prospecting, Account-Based Marketing

6 B2B Sales Trends to Watch in 2017

Dec 15, 2016

Mikko Honkanen

The newest version of our B2B Sales Trends blog series is now out! Take a look at the B2B sales trends in 2018.

B2B sales is quickly transforming, and the main driver of that change is the growing amount of information sales people have at their fingertips. Last year we predicted changes for the year 2016, and now we will do the same for 2017.

During the last couple of years, we've seen a rise in the number of new digital sales models and processes. Both the sales process and the buying process are more digital now. That development, alongside with new technologies, have increased the amount of data and insights sales organizations have about their prospects and customers. Most of the trends we see in 2017 are either directly or indirectly linked to this megatrend.

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Topics: B2B Sales, Account-Based Marketing