An Ideal Customer Profile (ICP) is a strategic tool that commercial directors, CMOs and marketing managers in business-to-business (B2B) use to identify the most ideal type of customer for a company. The ICP helps organizations focus their marketing, sales and service efforts on customers who best fit their offering. This can ultimately lead to (greatly) improved customer satisfaction and business growth.
Social Selling en social media marketing leveren veel op in B2B: meer bekendheid, betere inzichten en ook leads. Wat is Social Selling nu eigenlijk? En: Hoe belangrijk is Social Selling? En hoe zit het met Social Selling in B2B? In dit artikel beantwoord ik de 10 meest gestelde vragen over Social Selling. Ook geef ik je praktische tips om met social meer te gaan verkopen. Inclusief voorbeelden.
21 tips to boost your Social Selling Index (SSI) LinkedIn is the go to social platform in B2B. With the ever increasing scale of this network the probability goes up to drown in the countless updates on your LinkedIn timeline. How do you ensure to use LinkedIn effectively? The Social Selling Index offers help.
Earlier today I virtually stumbled upon this infographic about the use of social media in so-called ‘non sexy’ business-to-business companies.
As far as this infographic is concerned: the various statistics and insights are quite interesting in their own right. Those figures of course should not be taken too lightly: every industry and every B2B organisation is unique as previous research by dutch marketing intelligence specialist TNS NIPO rightly emphasized.
In his book the Sales Acceleration Formula Mark Roberge shares his equally unconventional and impactful vision on B2B sales as a discipline. That vision is threefold: he wants salesprofessionals, CXOs and entrepreneurs first of all to realize that sales can be data-driven and predictable. Secondly he stresses the need for sales discipline to radically change. And thirdly, the perception of sales should and will improve as a result. As the Chief Revenue Officer at HubSpot, Mark Roberge depicts five formulas in modern B2B sales that better enable B2B companies to realize growth. Delivered in an accessible style, this book also paints the story of SaaS-pioneer HubSpot in inbound marketing and sales: the Boston-based firm grew from $0 to $100 million in revenue under Roberge’s leadership.