Søren Skovdahl Hansen

Ideal Customer Profile & Buyer Persona – What is the difference?

Ideal Customer Profiles vs Buyer Persona - What is the difference?

Why Both Ideal Customer Profile & Buyer Persona Are Important There is some confusion surrounding the definition of Ideal Customer Profile (ICP) and Buyer Persona, which are important elements to understand when creating B2B content marketing. It is key to clarify these terms in order to clarify who we are creating content for, so we … Read more

How To Create Content For Your Ideal Customer Profile


How to create content for your B2B target prospects that helps them to solve their struggles and buy your service. 77% think the process of buying in B2B is hard. Your content needs to help the buyer make it easy. Gartner Content is valuable because it builds brand awareness, provides value upfront, has the potential … Read more

Reach Your Target Accounts List With LinkedIn Ads

Reach B2B Target Accounts With LinkedIn Ads

This is a guide to setting up your first ad campaign. This guide will help you set up your first LinkedIn targeted ad campaign to reach your target prospect accounts that matches your ideal customer profile. There are two major requirements for B2B companies using advertising to generate visitors to your B2B lead generation Reaching … Read more

Customer Buying Journey – Helping Your Prospects To Buy [eBook]

b2b customer buying journey ebook

What Is The Customer Buying Journey? A buying journey is the “path” that the buyer takes before making a decision to purchase a product or service. In most business-to-business purchases, or sourcing, decisions, there are multiple decision makers within the organization who represent requirements that become part of the final requirements for vendor selection. Why … Read more

Sales Velocity & How To Improve It [Guide]

How To Increase Sales Velocity

What Is Sales Velocity? “Sales Velocity” is the speed by which a prospect is turned from a “Deal” (opportunity) to “Won” (a new customer or new order for an existing customer), and measured as sales value per day. The “sales velocity” is calculated using “average deal value”, sales cycle length (days), number of deals, and … Read more

How To Create Your Ideal Customer Profile

Ideal Customer Profile

What is an Ideal Customer Profile (ICP)? Think of your Ideal Customer as the customer type that – over a clearly-defined time frame – you will dedicate Sales and Marketing Resources to acquire. It is NOT a “Persona” … yet. A “Persona” are the key decision makers inside your Ideal Customer Profile’s organisation, e.g. Marketing … Read more