Posts in Marketing
Firmographics: Understanding A Company’s Personas

It was a B2B marketing nightmare: Sales reps selling investment management software were making cold calls to prospects without knowing how to tailor their sales pitches. Following a classic (and outdated) “find the pain point strategy”, they were boring prospects to death with too many questions and making it clear that they didn’t understand their prospects’ needs let alone a solution best suited to solving their challenges.

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