“Before we actually spend time with this prospect, do they really match the criteria that we put time and effort in?” – Richard Smith In this segment of my conversation with Richard Smith, we talked about using rubrics and metrics as a scoring system to identify ICPs. Listen to the full interview with Richard Smith below: […]
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“Whatever price you share will seem expensive or inexpensive, because the buyer has no benchmark or relative comparison. That’s why sharing price early in the sales conversation is a surefire way to disqualify yourself and lose a sale before you get started. In large enterprise sales, it’s even worse. Whatever price you share will likely […]
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“Spend less time selling to people who probably aren’t gonna buy from you and more time selling to people who are gonna buy from you.” – Richard Smith Reminding yourself and your team about your Ideal Customer Profile (ICP) is important for the effectiveness of the company. This way, you know where to be […]
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“It’s unusual that a single person is going to be the person who is going to make the final decision unless it’s a small, or reasonably small, purchase. A good benchmark is $10,000/year or $1,000/month. These are purchases that often can be made with corporate credit cards or paid with local budgets. But, even then, […]
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“Your best-fit customers are the ones that ultimately innovate your product the best”. In my conversation with Richard Smith, we talked about identifying your ideal customer profile (ICP). Check out the full podcast here: https://salesqualia.com/ep-115-prospecting-icps-what-your-prospects-moan-about-an-interview-with-richard-smith/
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