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ICP and Next Step Review
Mid-senior L&D / Sales Training person with demands on what/ engagement they’re expected to deliver for a medium-large retailer, who feels the pain of day-to-day operations and cost/resource drainers.
3.
Provide further context about how we differ from competitors.
Use the Fosway Grid. (typically don’t do)
Share retail whitepaper. (typically don’t do – is now a bit out of date (1-2 years))4.
Standard process – Demos, Case Study & review sharing.
Make sure to hit each point – separate out?
We tend to do these all as one, and cover them 1-3 times across demo meetings/process meeting.
Perhaps we also share too early?Can you go deeper to a specific ” pain of day-to-day operations”?
If you can target a specific pain you’ll be able to go a layer deeper with your ICP targeting.
Thanks Will – this was the full ICP explainer, based on the last 10+ job titles as the ‘main’ contact on our deals (not to say C-suite level don’t get involved, but they are not usually the main champion/first contact) is this detailed enough?
Mid-senior L&D / Sales Training person with demands on what/ engagement they’re expected to deliver for a medium-large enterprise, who feels the pain of cost/resource drainers such as churn, lack of engagement, poor onboarding/ employee experience.
Wants more time freed up in their diary, wants to deliver something engaging which simplifies process to learning. Would like to impact business metrics and see ROI where possible.
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