Building your Ideal Customer Profile, or ICP, is the perfect way to identify your core target group, so you can design your go-to-market, communication and storyline. At the same time, there are a few mistakes that can negatively impact identifying your ICP. And who...
What is a sales methodology? It is a methodology to sell across the organisation in a consistent way. That consistency helps a company becoming more efficient. They come in different forms, and you probably have heard from some different methodologies, like:...
Sales velocity looks at how fast your deals are closed. It looks at how fast you make money and in a sense how efficient your sales engine is running. When you take a closer look at the different steps in your process, it gives you insights where you can improve your...
When you nail your discovery conversations, I guarantee you that you will have far better conversion rates, your closing rate will improve, and you will proactively know what prospect to follow up on and which one to qualify out. The result is a higher performance, in...
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