In this episode of the B2B Sales Podcast, Thibaut explores the core reason why prospects often ignore sales pitches and offers a practical six-step strategy to effectively engage with prospects by understanding and addressing their problems.

Main Topics Covered:

The Core Issue: Understanding that prospects ignore salespeople because they focus on products rather than the prospects' problems.

Ideal Customer Profile (ICP):

• Creating a clear ICP combining ideal customer companies and titles.
• Utilizing ‘Above the Line’ and ‘Below the Line’ for titles.
• Example: Targeting SaaS companies in EMEA with 10+ inside sales reps, focusing on CSOs, CROs, or VPs of Sales.

Key Metrics: Grasping the primary metrics your prospects are concerned with.

Goals: Identifying the specific goals of your prospects.

Initiatives: Discovering the strategies prospects use to achieve goals.

Problems: Analyzing challenges faced during initiatives.

From Problems to Symptoms: Converting problems into symptoms to create relatable and effective outreach.

Conclusion: Summarizing the steps and emphasizing alignment with prospects' problems for successful engagement.