- Unusual Guide to Defining your ICP and Personas
Dakota covers: • What is an ICP? • Keeping Your ICP and Personas Distinct • Cross-Functional Benefits • Defining Your ICP and User and Buyer Personas • Changes Over Time
- Questions to Develop the Ideal Customer Profile
David provides 5 questions you can leverage to make an ideal customer profile, and provides an example of what the answers looked like at Pardot to make their ICP.
- Effective Objection Handling Practice
Reshmi describes a 5-step process for objection handling alongside an extensive list of objection handling techniques and an exercise for teams to practice these techniques. • Objection Handling Process • Objection Handling Techniques That Can Help • Objection Handling Role Play Exercise • Facilitating Objection Handling Exercise • Best Practices • More resources
- Scaling Sales: Arming & Aiming — Objection Handling
Mark provides an introduction to common objections from customers, emphasizing the importance of providing sales teams with the tools and preparation to respond effectively.
- 6 Rules to Demystify your Sales Stages
Seth explains 6 rules that should help make your sales stages easier to set up and manage: 1. Sales Stages should mirror milestones in the sales process. 2. Open Opportunities NEED to have momentum. 3. Each stage should have an expiration timeframe. 4. The best stages are “PENDING” some event. 5. Each stage needs qualification criteria. 6. Sales stages are not a “Trello board of To-Do Tasks.”
- The Anatomy of the Perfect Sales Hiring Process
Pete provides an end-to-end guide on hiring salespeople across company stages that covers: • Honing Your Hiring Profile • Sourcing to Match • Screening, Interviewing, Closing • After You Close
- The Greatest Sales Deck I’ve Ever Seen
Andy uses Zuora's sales deck as an example to show how winning sales decks cover this narrative flow: 1. Name a Big, Relevant Change in the World 2. Show There’ll Be Winners and Losers 3. Tease the Promised Land 4. Introduce Features as “Magic Gifts” for Overcoming Obstacles to the Promised Land 5. Present Evidence that You Can Make the Story Come True