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…
In a world responding to the Mega Trends of Digital Transformation and Customer First, companies are under pressure to act strategically, collaborate proactively and respond quickly, earning their customer’s business month on month, time over time. Selecting companies for whom you can best deliver value makes that a lot easier. Over this series of posts…
In previous blogs I described both the symptoms – the Bad Things That Happen – that point to sales problems, and the underlying causes of those problems, in Level 1 and Level 2 sales engagements. At Level 1; if the customer purchases your product it is not going to fundamentally change their business; the impact…
In my last post I described both the symptoms – the Bad Things That Happen – that point to sales problems, and the underlying causes of those problems, in Level 1 sales engagements. At Level 1; if the customer purchases your product it is not going to fundamentally change their business; the impact is fairly…
