Say you want to search for something online – maybe some New Balance trainers, which, if you’re our CTO, is highly likely.

You don’t know all the names of the different styles and aren’t overly fussy about where they come from, but you want size tens, in blue. You’d probably start with Google and your text might say something like, New Balance blue size 10.

New-Balance-878-Alternatively you might think size 10 is a bit specific for this preliminary search stage, so you’d leave it until you’d landed on a site and filtered out all the pairs that weren’t blue.

Either way, you know your criteria and you know how to put them to use in order to return the most accurate search results in the shortest amount of time.

Why is it any different when it comes to finding prospects? You know the criteria your best prospects comprise (and if you think you don’t, your CRM can tell you), so why can’t you put them to use in same way as New Balance blue size 10?

Well as it happens, you can. And you don’t even need to open the Pandora’s box that is your CRM.

What’s more, we’ve teamed up with Inbox Insight for this ebook, which means it not only tells you how to find plenty of your best prospects, it also tells you:

  • Who you should be talking to
  • What you should be saying to them, and
  • How you should be saying it

Taken together, both halves of this ebook amount to the ultimate guide to targeting in B2B, for marketers. Or more snappily:

The B2B Marketer’s Guide to Targeting