If the role of the salesperson used to be producing more business opportunities, that’s no longer the case today. The internet now allows prospect customers to know everything about your offer. It even lets them see the comparison between your solution and your competitor’s solution. (more…)
Before officially launching yourselves into the huge pool of sales prospecting through email, through outbound services, you must decide which solution to choose. It’s important to make a difference between an email marketing tool, such as Mailchimp or Mailjet, which will help to give new resources and updates to potential and current customers, and a sales emailing solution, allowing you to source new leads.
Here are our advice for easily choosing a tool which will support your growth. (more…)
It’s often thought that the role of the Customer Success Representative is simply to take care of customer support and reply to any questions. However, just like the SDR (Sales Development Representative), who is in charge of pre-sales care, the Customer Success representative has a vital commercial role to play after the sale.
Most of us are used to using a Customer Relationship Management, or CRM tool. This development, which allows us to consolidate all our customer data in a single location, was the first stage in the revolution that the sales process is currently undergoing. The second part of the revolution is LRM or Lead Relationship Management. (more…)
In order to find new leads, marketing strategy is constantly reinventing itself. Among the latest trends, you must have heard about Inbound Marketing, or passive prospecting via content production, and Growth Hacking, optimization pushed to the extreme of its sales and acquisition process. However, we think Outbound Sales can really be a profitable acquisition channel you should not put aside.
How to acquire clients with a B2B business? Here’s a list of acquisition channels used to find new customers in B2B.
Some acquisition methods will only bring you few prospects but highly qualified ones. Some strategies require an upfront financial investment, and some other are totally free but are time consuming.
Some acquisition channels can scale more easily than others.
Each acquisition channel has its own advantages and disavantages. It’s important to use them all then mix those with best Volume / Quality / Budget / Time Spent ratios.
Do you want to focus on the prospects with the most potential ?
There is how define your Ideal Customer Profile :
The Ideal Customer Profile (ICP) is a description of what would be the ideal client for your product. They are those who will get the most out of your product while bringing the most value to your own business. Think about the Pareto rule, these customers are the 20% that generate 80% of your revenue base.