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Taking the Ideal Customer Profile from a Tactical Tool to
In the world of B2B, the Ideal Customer Profile (ICP) is often relegated to a tactical tool, often part of…
Is Overachieving a Poor Forecast Better Than Missing a Well-Designed
At first glance, exceeding your forecast—regardless of how flawed it may be—seems like a win. In many cases, it is.…
A lack of clarity on your Ideal Customer Profile (ICP)
The cornerstone of any successful sales strategy is having clarity and organizational alignment on who your Ideal Customer is. This…
Sustaining High Performance Sales Teams
A Cambridge professor once used an example in a course I recently attended. “You want to know how your hiring…
Q. Should you ever turn away a new prospective customer?
It’s always exciting when your product or service attracts new prospective customers effortlessly. The temptation to seize all available revenue…
