Wondering how to help your salespeople be more productive? Start by understanding who they’re selling to.

B2B buyers have more power over their buying journey than ever before. It’s imperative to know who they are and how they buy. Watch this brief video to hear VP and Group Research Director Phil Harrell explain why:

  • You can’t treat every customer equally, and what makes a customer “ideal” for you.
  • Sharing that “ideal” customer profile with product and marketing pays off for sales.
  • It’s time to embrace repeatable, tech-driven processes to support your reps.