Understanding Your Ideal Customer Profile (ICP) with Kellen Casebeer
#99: Do you know who you’re selling to? Sure, you have a name on a list, but who are they really? What keeps them up at night? What opening line will make them stay on the phone a beat longer to help you close a deal? On the latest episode of Outbound Sales Lift, Kellen Casebeer shares the ins and outs of building and using an Ideal Customer Profile to help you sell. He explains how deep to go when developing a customer profile, who should be creating an ICP (hint: it’s probably you, at least in part), and how to use your profile to have a memorable conversation with a prospect. Tyler and Kellen also dive in to attention-grabbing cold call introductions and how to use the concept of dilemmas to engage prospects. If you want more than just a name on a list for your prospecting, this episode will help you understand the true value of developing an Ideal Customer Profile.