B2B leaders always strive to better and more efficiently target and engage their prospects. Explore the most common ways to drive sales and marketing using intent data.| Leadspace
In the last few blogs I discussed how to discover your TAM and assign territories, then how to…| Leadspace
Take your standard profiling capabilities to the next level by determining which buying centers, accounts or people to focus on based on their likelihood to buy your product. This allows you to segment your TAM by predictive Fit, Intent, and Persona scores, then bring in your 1st party engagement to find the right companies and people to pursue within them.| Leadspace
Thoughts, tips and best practices for B2B Sales and Marketing. Insights from industry professionals to help you excel.| Leadspace
Now that you’ve figured out your total addressable market and estimated the size of a particular market, what kind of guardrails should you use for putting together your go-to-market strategies? Without guardrails, a company might chase after every potential lead or opportunity and waste time and money pursuing dead ends. First, you need to determine the right company. This involves using your historical first-party data to develop an Ideal Customer Profile (ICP), then comparing it througho...| Leadspace
Assigning sales territories fairly and effectively can be challenging. Explore these fives steps designed to make sales territory management easier. Learn more.| Leadspace
Time kills all deals – when you’re finding that your reps are assigned the wrong lead, time and effort is wasted to various degrees as they pursue the wrong lead until the mistake has been realized. Additionally, switching reps part way through outreach can cause confusion, miscommunication and poor reporting for that lead’s sales cycle. Furthermore, marketing can’t get credit for a lead until they successfully route the lead.| Leadspace