Welcome to the inspir’em newsletter
In this newsletter we share insights, ideas and resources to help you and your business grow; be that personal development, building the right team for your needs or putting the structures in place to grow and maximise your revenue.
This series focuses on building - whether that’d creating building blocks for success from founder led sales or rebuilding in a more established business.
Or course - no inspir’em newsletter would be without personal development - so we will also provide tips for building your professional network to support you in your career.
We kick off the series with a newsletter on TAM & ICP (total addressable market & ideal customer profiles). By understanding your business using these two acronyms, you’ll gain the focus you need in your sales machine to generate quarter on quarter revenue increases.
JUMP TO A SECTION IN THIS NEWSLETTER:
1. New Blog - TAM & ICP | 2. inspir'em Guide - TAM/ICP Template
3. Reading on TAM/ICP | 4. Tips for Managers - Sales Meeting Ideas
5. New Sales Training Courses - See all Upcoming Courses
⚡NEW inspir'em BLOG
Beware the pitfalls of trying to sell to too wide an audience.
The temptations of large market segments can be a dangerous time-suck. Focus is your friend!
In this first blog of our Build Series, we discuss your Total Addressable Market and how to narrow it down to a segment that you are most likely to generate significant sales in.
By being laser focussed with an Ideal Customer Profile within the chosen Addressable Market, momentum will be faster to obtain and simulate for repeatable growth.
Read the blog HERE.
⚡inspir'em guide
Looking for a template to create and share your Total Addressable Market and Ideal Customer Profile? We have just the template for you.
Free to inspir'em product subscribers - email [email protected] to get your copy.
For non-product subscribers, click here to download from our Resources Library.
⚡What we are reading this week
A deeper dive into the Ideal Customer Profile. Learn why, in high-growth companies, the ICP is integral to their marketing and sales strategy and execution.
Steps on building your TAM from the ground up, how to gain access to the information you need and how to validate your TAM to create the basis for your go to market strategy.
With remote selling now being more normalised, this Clarify article poses three questions you can’t afford to ignore, whilst highlighting the need for integration of the sales and marketing function of any organisation.
⚡inspir'em Tips for Managers
Sales Meeting Ideas
To help further embed some of the ideas we are working on with our clients - in each newsletter in the run up to Christmas we will share ideas for sales meetings to help further coach and develop your go to market teams.
Use these tips in either sales meetings or ideas for the new year’s kick off sessions.
Exercise: The Win Share (Obvious and impactful!)
Instructions: As a team, discuss the customer profiles of the last three key wins (or even just pick 1)
- Pick recent wins in the same TAM or ICP category
- Why did those companies buy?
- What was their Pain? (Revenue Cost, Risk or Shareholder Commitment)
- What were the Metrics to measure the current pain?
- What is the future state expressed as value Metrics?
Note to the manager – the objectives of this exercise are:
- To share the win stories with the team to help them to learn to be audibly ready with the messaging - particularly the metrics for customer credibility.
- To help the team understand more about the different ICPs to improve qualification and lead development.
New Courses & Dates Available
Implementing MEDDIC or MEDDPICC is a proven way to improve revenue. It gives you the tools to better qualify your leads, from pipeline generation using your ICP as a reference right through to close.
Upcoming Courses:
Your business will see the most benefit if your whole go-to-market organisation uses MEDDIC or MEDDPICC; from marketing to customer success, sales to pre-sales.
Mixed-group training is a great place to meet fellow sales professionals, learning the skills to boost your revenue whilst making valuable connections that could shape your career.
Our events are fun and motivational for teams to come together to achieve more.
For more detail on each of these courses see our website. |
