An Ideal Customer Profile (ICP) helps sales teams focus on the prospects most likely to benefit from their solution and become long-term customers. This category explores how to define, refine, and apply an ideal customer profile to improve targeting, increase conversion rates, and build stronger customer relationships. Learn practical strategies for identifying the right prospects and aligning sales efforts with the customers who bring the most value.
Many years ago, I read a book that illustrated a typical sales process and a typical buyer’s journey and then put them side by side. It demonstrated very clearly that both processes started very much aligned, but just a few steps in, they started to move apart, and by the end of both processes, they […]
Customer Journey Mapping: Aligning Sales with Buyer Needs Read More »
Numerous sales methodologies exist, with the best ones putting the customer first. Let’s focus on a Consultative Selling approach. While definitions vary, most experts agree it includes these key elements: Understanding the customer’s business: The salesperson conducts comprehensive research into the client’s industry, analysing market trends, competitive landscape, and specific organisational challenges. This in-depth exploration
Is consultative selling just for clients? Read More »
In continuation of my previous post on identifying the right prospects (available here), I would like to address the second most prevalent challenge sales leaders are reporting to me: the team’s struggle to close business, specifically getting deals across the line, or specifically they are looking at improving sales close rates. Firstly, and I accept not
So, what’s the real issue? (Part 2) Read More »
When I talk to clients who have a new business shortfall, the two most common sales strategy problems they have are: Both of these ‘issues’ are just symptoms, not the real problem itself. I run a lot, so I often get aches or pains in my legs or lower back. It’s usually just a little
So, what’s the real issue? (Part 1) Read More »
