Sales Hustle is now Sales Transformation
May 31, 2022

#319 S2 Episode 188 - WHO’S HOT AND WHO’S NOT: The Pursuit For The Ideal Customer Profile

It goes by many names, target market, target niche, buyer persona, and many more. However, in every sales organization, it is known as the Ideal Customer Profile. Collin Mitchell is about to discuss that it is important to know the ideal profile to sell to and the profiles that you have to avoid selling to. Collin also explains the importance of qualifying and disqualifying customers to save time and effort. So tune in now, only here in the latest episode of Sales Transformation.

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HIGHLIGHTS

The Ideal Customer Profile
Learn to disqualify customers
Identify customer patterns

QUOTES

Collin: “If you're in sales, you should have an ideal customer profile, or maybe you have several buyer personas that you work with., and typically these ideal customer profiles or these buyer personas are going to have different characteristics.”

Collin: “As a seller, you need to realize that your time is equally as valuable, valuable, as the executives that you sell to.”

Collin: “You'll want to start to look for patterns, and maybe even just write them down so that you can disqualify people based on certain behaviors or characteristic characteristics.”

Collin: “Start to look for patterns, write these things down so that you can identify them early on in the sales process, and save both you and the prospect a lot of time and, and also avoid tons of frustration for everybody.”

Connect With Collin on LinkedIn

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!


It goes by many names, target market, target niche, buyer persona, and many more. However, in every sales organization, it is known as the Ideal Customer Profile. Collin Mitchell is about to discuss that it is important to know the ideal profile to sell to and the profiles that you have to avoid selling to. Collin also explains the importance of qualifying and disqualifying customers to save time and effort. So tune in now, only here in the latest episode of Sales Transformation.

Join Our Free Podcast Community HERE!

Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! 

Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!

HIGHLIGHTS

  • The Ideal Customer Profile
  • Learn to disqualify customers
  • Identify customer patterns

QUOTES

Collin: “If you're in sales, you should have an ideal customer profile, or maybe you have several buyer personas that you work with., and typically these ideal customer profiles or these buyer personas are going to have different characteristics.”

Collin: “As a seller, you need to realize that your time is equally as valuable, valuable, as the executives that you sell to.”

Collin: “You'll want to start to look for patterns, and maybe even just write them down so that you can disqualify people based on certain behaviors or characteristic characteristics.”

Collin: “Start to look for patterns, write these things down so that you can identify them early on in the sales process, and save both you and the prospect a lot of time and, and also avoid tons of frustration for everybody.”

Connect With Collin on LinkedIn 

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DMS through LinkedIn, you're missing the mark big time. Learn how I fully manage revenue generating podcasts can change your life and your pipeline@salescast.com.

[00:00:55] All right. Welcome to another episode of sales transformation. Today is going to be a solo episode where I want to talk a little bit about. Customer ideal customer profile, but in a different way than maybe we've talked about it before. So if you're in sales, you should have an ideal customer profile, or maybe you have several buyer personas that you work with.

[00:01:19] And typically these ideal customer profiles or these buyer personas are going to have different characteristics. They might be in specific industries. They might hold specific titles. They might be geographically located. Uh, in certain parts of the country, um, you get the point, right? But what people don't often talk about is the reverse, the customer profile that you should not be working with.

[00:01:46] And they might show certain characteristics, like only caring about price or wanting to skip through the, um, sales process or not really. Caring about a specific problem that you solve. And this is an important thing that it's not being talked about in your sales training or by the sales orcs. And as a seller, you need to realize that your time is equally as valid, valuable as the executives that you sell to and putting deals into your pipeline that are going to spin your wheels, waste your time and have a little.

[00:02:23] Likelihood of closing is not good because that takes time and it takes focus away from serving the people that you are best suited to serve people that fit that buyer persona that actually value solving the problem that you can solve for them. So start to identify things that come up in your sales process from the type of.

[00:02:48] That typically don't close. Now. You're not going to know all of these things from day one, if you're new in the role or new in this specific niche or market. Um, but you'll want to start to look for patterns and maybe even just write them down so that you can disqualify people base on certain behaviors.

[00:03:06] Our characteristics, characteristics so that you don't end up with a bunch of fluff in your pipeline. Cause this is going to affect whether you hit quota or not. This is going to take you away from working deals that have a much higher likelihood of closing. I've experienced this several times. And so a lot of times.

[00:03:24] You hear folks talking about here is who we work with best, but you don't hear them talking about here is who we don't work with best. And sometimes it could be as simple as specific industries. Uh, but a lot of times it's people who have specific pains or don't, or just don't value, really solving a particular pain that maybe is the most important thing to you as a.

[00:03:49] Solving for these companies. So think about that. Start to look for patterns, write these things down so that you can identify them early on in the sales process and save both you and the prospect a lot of time. And, and also. Tons of frustration for everybody. So I hope that this episode is helpful. I hope that you take this seriously.

[00:04:13] If you enjoyed this episode, please write us a review on whatever podcast platform you listen on. It really does help us to reach more sellers and help transform the way that they sell. And also I'm always listening for your feedback. You can go to sales, transformation.fm, drop us a voice DM, and I will get back to.

[00:04:34] Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales, cast.community, and crush your numbers on your loadable. Yeah. It's free sales cast, doc community.

[00:04:51] Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best temples.