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Amplifying Revenue:
How to Leverage Your ICP
to Drive Sales Excellence
Amplifying Revenue: How to Leverage Your ICP to Drive Sales Excellence
Wondering how to use your Ideal Customer Profile (ICP) to boost your team’s sales efficiency and speed up deal velocity? Join the CEO & Founder of Patri, an alum of Qualtrics and OpenGov and dive into the tactical application of your ICP across the go-to-market (GTM) organization, with a special focus on optimizing your sales pipeline and forecast.
Discussion topics
Discovering, verifying, and monitoring your ICP: A comprehensive review of essential ICP components and strategies.
Leveraging ICP data across GTM organization with a specific emphasis on the sales pipeline.
Enhancing sales prioritization, win rates, efficiency, and forecasting: Harnessing the power of your ICP for transformative results.
Key Takeaways
Pursuing poor ICP costs companies $200b annually. Inefficiency is a killer, and so focus is everything
Understanding your ICP is about understanding what a good shot looks like, finding the good shots and then taking 100% of those shots and focusing in on sales effectiveness
Hyperfocus on the people, company, and deals that have a high probability of closing, but not just that - make sure to hone in on those who also have a high probability of renewing
When it comes to the ICP application of Marketing there are 3 steps: 1. Surface ICP as a data layer. 2. View leads, MQLs, and pipeline created through lens of ICP fit. 3. Align your team on the ICP fit.