Lead generation typically refers to inbound activity: content, paid search, SEO, and other channels that attract potential buyers to you. [...]
Published June 1, 2026Start with your ICP: the documented profile of your best existing customers. Then identify companies that match that profile across [...]
Published June 1, 2026B2B prospecting is the process of identifying and initiating contact with companies that have the potential to become customers. In [...]
Published June 1, 2026Especially for those companies. When growth comes through referrals, the accounts you bring in tend to resemble the ones who [...]
Published June 1, 2026Yes, but proceed carefully. Most companies that claim several profiles are using that complexity to avoid the discipline of prioritization. [...]
Published June 1, 2026Review them annually, or any time you see a significant shift in which relationships are staying, expanding, or churning. Your [...]
Published June 1, 2026The profile describes the organization. The persona describes the person inside it. An Ideal Company Profile or Ideal Partner Profile [...]
Published June 1, 2026An Ideal Customer Profile describes the company you sell to directly. An Ideal Profile is broader. It covers any organization [...]
Published June 1, 2026Before bringing on a sales hire, a company needs three things: a documented ICP that describes what the best-fit customers [...]
Published June 1, 2026
