I took last month off from writing. A month is a long time for me not to post anything – but it was time for me to read more than write, to focus solely on learning from others, and take some time to observe, assimilate and extrapolate on some thoughts that have been going around…
Over the last few weeks I have posted here, here, here, here, and here to describe the underlying framework to build your Ideal Customer Profile. Doing this well is one of the most impactful exercises for Marketing and Sales professionals. In this post I will pull it all together in a model that you can…
We are now onto the final of the three categories of attributes that describe your Ideal Customer Profile. Firmographics: Who should you call? (See here) Customer Business Problem: What problem do they have? (See here) This post addresses Positive Impact Potential: Will they be successful?, possibly the most important category of the three for companies…
The attributes of your Ideal Customer Profile can be separated into the three categories: Firmographics: Who should you call? Customer Business Problem: What problem do they have? Positive Impact Potential: Will they be successful? In my last post I described what to do to get the Firmographics piece right. This post addresses Customer Business Problem.…
In my last post Ideal Customer Profile: Mining Your Customers, I showed how your existing customers are a great place to start to discover your ICP. This built on the previous post Ideal Customer Profile – Part 1: Introduction, where I introduced the concept of the Ideal Customer Profile. The attributes of your Ideal Customer…
In a previous post Ideal Customer Profile – Part 1: Introduction, I introduced the concept of the Ideal Customer Profile. In this post we will look at how your existing customers are a great source of insight with which to start. (Much of this post is from my latest book: Digital Sales Transformation in a…
