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Ideal Customer Profile
During the recent APAC Partner Summit, we covered a wide range of topics to strengthen our approach in defining the Ideal Customer Profile (ICP) and optimizing our GTM Strategy.
Embracing ideal customer profiles and proactive outreach is crucial for our joint sales team success and closing million dollar deals. By defining clear ideal customer profiles, your team can focus their efforts on prospects who are more likely to convert, saving time and resources. Being proactive allows us to anticipate customer needs. This strategic approach enhances efficiency, effectiveness, and long-term business growth.
ICP Workflow summary:
Define your ICP (Ideal Customer Profile):
- Analyze where you have success to date
- Focus on industry segments of proven success
- Create Buyers Personas
Become an Industry Expert:
- Understand business triggers
- Know the Trends and drives of the industry
- List the references and applications
- Create emails and call scripts
Build the ICP List based on the 5 main ICP criteria:
(Use Zoominfo or LinkedIn Sales Navigator with Wiza)
- Employee Count: 5 to 100
- Current State: Modern Manufacturer/Early Adopter
- Industry
- Growth Rate
- Decision Maker: CEO
Agree on the workflow with your team:
- Set up outreach sequences
- Call 10 by 10 daily
- Secure Strategic Meetings
- Build ICP proposal including ROI
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