Category: Sales Operations
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Customer Success & Revenue Operations
In this post, I want to talk about the emergence of Customer Success. The Customer Success Association has defined this as “a long-term, scientifically engineered and professionally directed business strategy for maximizing customer and company sustainable proven profitability.” They further define this as integrating the functions of Marketing, Sales, Professional Services, Training, and Support into…
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The key players to know in the complex B2B sale.
You have spent time on building out your TAM, you have designed your Company’s ICP, you have developed your buyer persona’s, you developed and refined a good Account Score. But Sales are not closing at the anticipated rates you expect. Why? Here is a possible answer, Sales did not identify the Key Players in the…
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How to create an Account scoring model.
In this short post I want to review the what an Account Score is and what elements that you want to include to develop an Account Scoring Model. First, we need to define what a Lead Score is, and how that can influence and build the Account Score. A lead score is based on an…
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The B2B Buyer Persona
In previous posts we reviewed the TAM (Total Address Market) and the ICP (Ideal Customer Profile). Now we need to fill out details on our ideal buyer or decision maker. First, we need to define what a Buyer Persona is? A Buyer persona is a simplified fictional depiction of your customers and the primary roles…
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The Ideal Customer Profile aka ICP
In my previous post, How to Execute A Successful Sales Territory Business Plan? We discussed how to build a TAM. I do not want to confuse this with the Ideal Customer Profile or “ICP”. The TAM is used to define the right audience. This is the universe of everyone you can sell to and is…