What is the most important exercise you MUST do to get better results from marketing and sales? Answer: Get clear on your Ideal Customer Profile, including how to describe them and what their core challenges are. You’ll need to revise it many times before you feel “clear” – this is not a one-time exercise. The Ideal Customer Profile (ICP) helps us maximize sales and marketing productivity by: Finding great prospects more easily through smart targeting; and, Disqualifying poor prospects more quickly.
