Understanding the Buying Center: Stakeholder Mapping with AI
In B2B SMEs, decisions are rarely made by a single person. Decisions are made by a buying center consisting of several r …
Fit Scoring: Prioritizing the Right 20 Out of 100 Companies
Anyone who has researched 100 companies is faced with a luxury problem: too many options, too little time. Without prior …
Reading Buy Signals: Systematically Identifying the Right Moment
The right time beats the right argument. A company that has just expanded, completed a financing round or hired a new ma …
From Target Audience to Contact List: Finding Companies with AI
A sharp ideal customer profile answers the question "Who fits?". It does not answer the question that lies on the sales …
Negative ICP: Using AI to Identify Who NOT to Target
Most ICP discussions revolve around who you want to win. The underestimated half is the question of who to deliberately …
From Feature to Signal: How an ICP Becomes Searchable
An ICP is only useful if you can find the ideal customers again. "Company in growth" is correct as a characteristic, but …
Replacing gut feelings: Using AI to sharpen the ICP
Most sales teams in SMEs know their customers - or so they think. If you ask, the ideal customer profile often sounds li …
How I Identify the Right Contact Person for 200 Target Customers in 3 Minutes - Part 3 of 3
Introduction You now have 200 qualified target companies. Prioritized. With fit score. In the spreadsheet.
200 target customers from the internet in one week – the systematic AI process - Part 2 of 3
Introduction In article 1, we defined who we are looking for. Now let's go on the hunt.
