The ICP, in English Ideal Customer Profile, must be uniting the areas of marketing, sales and product (or post-sales). Start by assessing your current customer base and identify. Which customers have been with you the longest, are most satisfied with your business , and are most profitable . Identify which are the most common characteristics among them, observe some classifications. Company size field of activity business maturity Internal structure. Tools and technologies you use lead authority Let’s say your company specializes in implementing an ERP system with an average ticket of R$50,000 for the setup and monthly fees of around R$5,000.

Given the size of the project, very small companies are unlikely to make this type of investment. So, you should focus on medium and large companies. Perhaps there is a competitive differential for a specific branch, for example, your software fits like a glove for logistics companies. Put this in your ICP and go into detail, including criteria where you can bring greater added value or expertise. The next step is to establish an SLA between Brazil WhatsApp Number List marketing and sales SLA is nothing more than a combination, an agreement, between the two departments. Deep down, they align expectations and share responsibilities in the acquisition and sale process. Marketing and sales acting together are fundamental to accelerate the company’s growth. In general, marketing is responsible for attracting and capturing qualified leads.

Thus, base on the ICP, we already have clarity. What is important for the company and what can be considere a qualifi lead. So what are the quality levels expect by the sales team that marketing must deliver? Basically leads inside the ICP. On the other hand, the sales team is expect to fulfill its part in the sales process: providing a quick service to the lead, taking advantage of the information already collecte so that the approach USA Person is more intelligent and personalized and, of course, giving feedback and returning information from qualification for the marketing team. In this process, the use of a good CRM is essential for information to travel from one side to the other in a systematic and automated way. Only then can marketing identify which strategies and channels.