Selling to EVERYONE? It's costing you deals ?? ??♂?
You have a GREAT product.
You are a GREAT seller.
So who's gonna want what you've got?
EVERYBODY, right?..
But here's the truth: not every prospect is the right fit. ??
Just because someone opens your email, takes your call, or listens to your pitch...
It doesn't make them a "good" fit. ??
Salespeople waste their time selling to the wrong type of buyers.
(I'm a big believer that it's just as important for salespeople not to waste their own time, as it is not to waste anybody else's.)
The solution?
Define your true ICP.
Why is this a non-negotiable?
This week I spoke to MySalesCoach 's Emily Bair .
I asked her how sellers can effectively define a true ICP:
“A true ICP should reflect why the solution is ideal for the client and not just for your revenue goals."
And why is this so important?
“It’s not just about finding accounts that would be good for us as a company; it’s about determining why our solution is ideal for them and their growth.”
Emily told me a great story.
She recently helped a major health website demonstrated the value of targeting the right vertical.
Her coachee's new division was underperforming, and her ICP analysis revealed they were targeting the wrong market.
“After shifting focus, they went from a struggling pipeline to tens of millions in new business.”
The power of finding your true ICP! ??
Don’t just sell; Sell to the RIGHT people. ??
More insights from MySalesCoach coaches on defining your ICP:
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Coaching for excellent business performance. Business strategy, Executive, Leadership, Personal, Group coaching, Extended DISC behaviour profiling, master trainer and animal fanatic
2 周“It’s not about you, it’s about them. “ the minute we understand that, things get clearer. Loved your cat image, ??
Business Growth Ambassador @YouLynq.me ?? GTM - C-Suite LinkedIn Growth - SaaS ?? Seasoned in: Sales-Ops??H2H??SMarketing ??Digital Automotive??Tailored Sales Education??Dutch-English-German
2 周Sometimes you DON'T WANT TO sell to certain prospects. Straight to the blackprinting and unqualifying step-mode.
Account Executive at Anaplan Partner
2 周I think a lot of this can come from people needing to hit activity targets to keep their job, and it's only the people who get past that who can focus on the best outcomes. It takes a lot of nerve to book only the good ones.
Great insights Tom Boston! ????
So important to find your true ICP.