In the world of marketing, what you know is just as important as whom you know.

Related: 39 Quick Ways to Increase Your Website’s Conversion Rate

If you don’t know anything about whom you’re trying to sell to, then you don’t have the resources you need to craft a marketing strategy that directly appeals to your customer. In other words, you’re simply throwing strategies at the wall and waiting for something to stick.

While some businesses will be lucky enough to get it right first time around — without any helpful data steering them in the right direction — most companies will simply waste time and money on a host of marketing solutions that do nothing to transform their leads into sales.

According to CSO Insight, about 42 percent of sales reps surveyed said they feel that they don’t have enough information before making a sales call, and many online businesses say they’re facing the same

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