In this Value Coffee Talk podcast, Mike Slater, PE Operating Partner for the Carlyle Group, discusses the importance of aligning sales efforts with the ideal customer profile (ICP) to improve pipeline efficiency and win ratios.

In the conversation, Slater emphasizes the need for sales teams to focus on opportunities where they have a higher likelihood of success, the importance of value selling, and the importance of improving retention and expansion in driving growth success.

Takeaways

• 67 % of all of the pipeline does not match the ICP.
• Spending time on the wrong opportunities is inefficient.
• Deals that take longer to close are often lost.
• Align sales efforts with the ideal customer profile to boost success.
• Value selling and a focus on business outcomes is essential.
• Products instrumented to clearly quantify realized value will help drive better retention and growth.