Who’s Our Ideal Customer?
Continuing my series “Things We Thought We Knew About Selling But Really Didn’t,” I want to talk about our Ideal Customers–or our ICP (Ideal Customer Profile.) We toss the term around casually, but when I look at too many pipelines or prospecting programs, the ICP is not discernible.
Here’s Why We’re Revamping Our Sales Process & Methodology
Come VIBE with us! We’re rolling out a new sales process & methodology, and we’re ready to let you in on it.
8 Guidelines for a Great 4th Quarter
The 4th quarter is the accountability quarter.
Some of you are thinking, “Hey, it’s been a great year,” because you’ve done well in Q1-3. Others are saying, “Ugh,” because you simply didn’t accomplish everything you hoped.
How to Qualify a Sales Lead Beyond the Ideal Customer Profile
When qualifying sales leads, the first lens to look through is the Ideal Customer Profile (ICP). We discover whether potential prospects are the right size, in the right industry, and are located in the right geographical location. We might also have additional qualifying information, such as marketing data, like digital footprints from websites, and white papers they downloaded.
The changing face of value in B2B sales
This article, first published in the International Journal of Sales Transformation, leads to the conclusion - which I suspect will come as no surprise to regular readers - that we need to stop talking about the "value" of our so-called "solutions" and start focusing on the value of our customer's outcomes...
How to Co-Sell with Channel Partners
Channel partners provide a way for companies to not only bring their products to market, but to develop long-term profitable relationships that are beneficial to the maker, the seller, and the buyer. But we still have a long way to go to truly unwrap the potential of co-selling relationships with channel partners.
