Forget about the Ideal Customer Profile, Do you fit your prospect's Ideal Vendor Profile?
Is there a sales book out that doesn’t preach the need for defining your ideal customer? You’re not the only part of the sales process, the customer has a profile of who they’d like to buy from as well. Part of discovery should be to find out if you are the type of vendor they want. Are you local, do you have some special knowledge or the right manner? Especially in enterprise sales, you may have satisfied the direct prospect, but the enterprise may make it very tough to complete a sale.
Talk to us about making sure your sales team isn’t wasting time on deals that can’t be won.
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