How often should I update my ideal customer profile?

You should review and update your profile at least every quarter, or more often if you notice a tipping point in your target market.

What's the most important metric for measuring identifying prospective customer success?

While this is business-specific, conversion rate is probably the most reliable indicator of the effectiveness of identifying prospective customers.

How can I encourage my sales team to use our CRM consistently?

Train them regularly, make learning as easy as you can, and, if possible, link their CRM usage to performance reviews or other rewards.

Is cold calling still an effective way of identifying prospective customers?

If it’s sufficiently narrowly targeted and personalized, cold calling can still work for identifying prospective customers, especially if you combine it with other methods.

Marvin Varee

Senior Director, ABM

We found 9 articles by Marvin Varee

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Marvin Varee

What is a Prospective Customer and How Can I Convert Them?

What Is a Customer Base? 5 Types and How You Can Build One

Lead generation basics: key benefits, types, and best practices

7 Sales methodologies and how to maximize their benefits

SPICED Sales methodology: Key steps for decoding prospect pain points

How to use Conceptual Selling to Provide a Better Sales Experience

Warm transfer vs. cold transfer: key differences and impacts

How to use SNAP selling to shorten sales cycles

What is sales velocity? How to measure it and best practices