One of the biggest time sucks in our business is in the area of sales. It is a problem every company faces and one we faced head on, attempting to solve last year. Here’s our plan of action we created:
STEP ONE: Clearly identify what you want to sell. Don’t sell outside of that (ever).
STEP TWO: Identify who you want to sell to. We call it our ICP or Ideal Customer Profile. These include things like gender, location, role, company size, company maturity, leadership of company, etc. They could be very objective attributes or somewhat subjective.
STEP THREE: Prioritize your sales efforts:
Identify your ICP targets. Proactively spend time there.
- React to opportunities with a high ICP match
- Spend little time on leads with a mid ICP match
- Politely decline (immediately) from opportunities with a low ICP match
This WILL result in four things:
- Less time spent on bad deals
- More energy for the good opportunities
- Projects/Clients that your team will be excited to execute/work with
- Less chance of derailment during the delivery process
How does this line up with how you tackle sales?