When we’re trying to sell things to everyone, we’re selling to anyone.

And that’s kinda hard because your team aren’t close to the kind of buyers whom they understand.

In sales, we call this having an ICP - Ideal Customer Profile.

This is the person whom we know we can best help, whose problems we can best solve.

We could solve other people’s problems but our ICP is the person / entity / group for whom we do our best work and get our best results

The trouble is that it’s not always obvious who or what our ICP is.

It can take time and the help of sales ops to help us figure it out.

That said, I encourage clients to involve their sales teams in this process.

To really get stuck into to mapping out ICPs and to create them so they use them and own them!

Today, I have Adrian Foley, Global Head of Sales at Teamwork to share how to train on ICPs with your sales team.

Check out the episode now!

#SDR #SaaS #InsideSales #salescoach