Segmentation for B2B Businesses (Firmographics)
What is segmentation? Segmentation is the process of classifying potential customers into groups based on their common characteristics. A good segmentation allows companies to focus on the customers who matter most. Once you segment the market, you have a better understanding of who your customers are, what they care about, and how to reach them. […]
The 8 Steps of the B2B Sales Process
B2B Sales, or business-to-business sales, describes the process of selling goods and services to another business. Compared to selling to consumers (B2C sales), business purchases are often driven by financial incentives rather than sentimental or experiential desires. In other words, if you are selling to a business, your goods and services should contribute to their […]
5 Strategies To Drive Sales Productivity
What Is Sales Productivity? Sales productivity means maximizing sales results while minimizing resources. Sales productivity is the ratio of effectiveness (outputs) versus efficiency (inputs). It is a measure of two things: Efficiency: The minimum amount of resources that your reps need to achieve the desired outcome. Effectiveness: How well your reps use the available resources to […]
Own Branding: Why Is It Important?
Building Your Branding: Making Your Mark In the world of business, the term “branding” is commonly used to refer to the process of creating a unique identity for a company or product. However, branding is just as important for individuals looking to establish themselves in their chosen field. It’s the key to success in today’s […]
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