Company Type:
B2B sales
Goal(s):
Encourage SDRs to embrace and adopt “best practices” by developing a customer-focused playbook
Solution:
Turn primary customer research into a unified set of Ideal Customer Profiles that include practical recommendations that can help SDRs move through each stage of the sales cycle: contact, nurture, propose, negotiate and close
Practical Benefits(s):
More efficient
More predictable
More scalable
Why It Works: Sales management is all about giving people the right tools, tips and techniques, and then standardizing the process by which they use them.
