- The Sales Jam
- Posts
- 4 Steps to Identify Your ICP
4 Steps to Identify Your ICP
In partnership with
New York Salesman, Amardeep Singh, became the first person to face criminal charges under the Defense Production Act at the start of the pandemic. Get this: he hoarded personal protective equipment and sold it at HUGE markups—allegedly buying 1.8 tons of hand sanitizer at $8.50 per 32-ounce bottle and $8 per 16-ounce bottle, then raised prices up to $24.99 and $14.99, respectively. And that wasn’t even the half of it. Singh is an extreme case of where sellers can end up when they only think about their wallets!
In Today’s Jam
Sales Tip of the Day: Close Out The Year Strong
The Sales Lab: 5 Steps to Identify Your ICP
Weekly Poll
Sales Q&A: Breaking into SaaS
No Such Thing as ‘Gatekeepers’
Today’s story & a sales Scene
The Sales Lab🔬: 4 Steps to Identify Your ICP
If we got a dollar for every time a seller went chasing after a prospect who didn’t fit their ICP, we’d probably be giving Elon Musk a run for his money! But how can you avoid going on a wild goose chase, and how can you figure things out as fast as humanly possible?
Take these 4 steps to quickly (and accurately) identify your ICP 👇🏻
Their Problems Are Identical to Your Best Customers’
Especially if you’ve been at it for a while, identifying your ICP doesn’t need to be rocket science. When you engage with prospects, ask yourself how well do their needs mirror those you’ve helped in the past.
Notably, those of your best customers!
You Know What it Takes to Get to a Decision
The decision-making process is one of the most crucial things for you to understand as a seller. Do your best to get as much information on that process as possible and again, using past experience and expertise, determine whether that process makes sense for the effort you’re putting into the sale.
You Know Their Job Description Like the Back of Your Hand
It’s not enough to know what the prospect is going through. Sometimes you’ll need the knowledge of their role, and the day-to-day demands that come with it.
The better you understand their ins and outs, the more skillfully you’ll connect with them, and leverage your USP. The better you understand their role, the more likely they are to fit your ICP.
Their Problem is Urgent
Sometimes a company will be looking for a solution, not considering that the actual decision-makers don’t consider this issue a top priority at the moment. To save yourself the time (and heartache) find out ASAP what the bosses think of the problem, and what their expectations are for the near future.
What's your current role? |
Send the perfect holiday sales gifts. No address needed.
Goody makes sending curated holiday gifts to clients simple. No need to track shipping details, addresses, or t-shirt sizes!
Clients and sales prospects provide their address when they accept your gift.
They can even swap for alternatives!
Goody offers trendy, high-quality products from popular brands, like JBL, Mejuri, Oura, MALIN+GOETZ, Therabody, and more. Or design premium merch with your company logo for a personalized touch.
Try Goody for free. Get a $20 signup credit to send your first gift.
It’s Time For That Dream Sales Job…💼
Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.
Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.
Game Changers of the week🔥
How’s that Sales Training Lookin’ for 2025?
Countless sales professionals suffer in their careers as a result of sub-par training. The RAIN Group is doing sales teams a solid with this comprehensive plan for getting the most out of training; it includes setting clear goals, and ensuring the content resonates with your team.
Is SPIN Selling Still Legit?
One of our favorite episodes of the Selling Made Simple Podcast, diving into the popular SPIN Selling method—and whether it’s still a ‘thing’. Will Barron goes a step further, outlining scenarios for you to use it, and others where it makes more sense to ditch it completely.
Listen: Apple Podcasts | Spotify
B2B Summit North America: Signed up Yet?
Friendly reminder that one of the best B2B conferences returns in March 2025, offering a ton of value via interactive workshops and priceless networking opportunities. Sign up early and get on board to see the latest products and innovations in the B2B space.
No Such Thing as ‘Gatekeepers’
Perception is everything. One of the biggest mistakes sellers make is choosing to view ‘gatekeepers’ as the enemy. In fact, don’t view them as ‘gatekeepers’ at all. Do this instead.
Today’s Story
Sales Scene of the Week🎬
Make any sales?
What did you think of this newsletter? |