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    Blog Category // Intelligent Targeting

    Which accounts have the greatest growth potential?

    This blog was originally published in the November edition of Top Sales Magazine. You can find a link to their website at ...

    Reprioritising your target accounts

    Having a clearly defined and actively worked new business target account list is a key strategy for anyone who is ...

    When demographics aren’t enough: how to identify your ideal customers

    Traditional market segmentation is usually based around the core demographic attributes of company size, sector and ...

    Identifying Your Ideal Customers

    Market segmentation has traditionally been based on demographic factors such as company size, sector and location. But these ...

    The second most important moment in any B2B sales campaign

    There’s a reasonable case to be made that the most important moment in the management of any successful sales opportunity is ...

    Can you buy in to these 5 Contrarian Concepts?

    The problem with slavishly following “best practice” is that it’s almost always what the really smart people (and ...

    Organisations have personas too!

    The idea of buyer personas seems to be sweeping the world of B2B marketing - another example of a business-to-consumer ...

    What’s the one thing VCs love even more than growth?

    Of course, every VC wants to see their portfolio companies grow. But as Scott Maxwell of OpenView Venture Partners points ...

    Why your market segmentation must focus on the centres, not the edges

    Market segmentation is one of the most powerful tools in the B2B sales and marketing toolbox. If done well, it can ...

    Why your salespeople's inability to communicate value is killing sales

    Sirius Decisions are just the latest in a long line of analysts to declare that the #1 factor preventing companies from ...