Idea Customer Sales Playbook
  • Sales
  • Strategy

Why choosing an Ideal Customer Profile (ICP) matters

What is an “Ideal Customer Profile”? An ICP is a customer who gets the most value from a product or service, and because of this, […]

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Sales Strategy
  • Sales
  • Strategy

3 Ways to implement a Sales Strategy Inside Your Sales Process

Sales without strategy lacks impact, and without a clearly defined process you simply cannot sell properly. Most sales organizations have many established steps: from generating […]

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  • Sales
  • Strategy

Poor follow-up: losing opportunities without reason

In the world of sales, it’s so important to follow up with potential customers. If you aren’t following up, then they’ll lose interest and you’ll […]

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Risk-sensitive customers sales playbook
  • Crisis selling
  • Strategy

Risk-sensitive customers and how to handle them

Dealing with customers at risk of churning can be a significant hurdle for businesses to retain. When markets are unpredictable, customers become insecure with their […]

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  • Sales
  • Strategy

Use a Sales Playbook to Avoid Reinventing the Wheel

How do you prevent your sales team from reinventing the wheel? Simple: Give them a wheel they can use to travel far. The right sales […]

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sales pitch
  • Sales
  • Strategy

How many sales pitches do you really need?

A sales pitch is a brief introduction to explain who you are and what value you can bring to your prospects. It is the first impression that you make on them, so […]

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sales management
  • Sales
  • Strategy

The Hidden Power of a Great Sales Director

As a sales director, you have a simple mission: to drive the company’s sales results forward. Basically, you are paid to be The Achiever— one totally devoted to […]

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Why you should never stop qualifying
  • Sales
  • Strategy

Why you should never stop qualifying

Many salespeople make a simple mistake: they only qualify leads at the beginning of the sales process. A professional sales department recognizes MQLs and SQLs […]

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