\n
I hope youâve been well!
\nI apologize for my brief hiatus over the past two weeks. Rather than sending you something half-baked, Iâve been focused on crafting high-quality newsletters that truly make a difference.
\nMy mission is to inspire you to take action and elevate your sales career or business. If I can spark even a tiny bit of impact, it would be fantastic to hear from you.
\nIt's been a whirlwind lately as we kicked off Elite Sales Athletes - Win High-Value Enterprise Deals cohort 5 last Wednesday. Iâm thrilled to see such a diverse, engaged group of lifelong learners.
\nâElite Sales Athletes is a 3-week cohort I run on Maven. We delve into creating strategies, managing sales processes, and adopting consistent sales behaviours to help clients make decisions and win high-value deals.
\nOne of the key conversations was how much harder it is to find clients.
\nHow our prospective clients are bombarded with emails. Just check your own email. How much spam do you have? You must be thinking, how can these people just get it wrong? I am not your ideal client! Or the messaging is terrible, and you know you are being sold to, so you donât trust the person. Definitely pitch slap!đŹ
\nThis is why identifying our Ideal Client Profile is essential.
\nThe right prospectsâAvoid talking to the wrong people. Instead, focus on individuals or businesses that need your product or service.
\nThe right messageâCraft a compelling message that speaks directly to your target prospectsâ needs and explains how your product or service can meet them.
\nThe right offerâProvide a valuable offer that not only meets their needs but also offers additional benefits, making your product or service irresistible.
\nImagine you are a salesperson working for a Cybersecurity services provider, and you were asked to develop a new business and find new clients.
\nOn your first day, you asked your sales manager who your target market is.
\nWhat would give you better results, ICP A or ICP B?
\nItâs pretty evident that ICP B will help you perform better in your business development activities. You will have a more solid understanding of your niche and service, which means you will have more sales angles to use when you reach out to them.
\nYou create a âbusiness hypothesisâ or \"sales angles\" instead of asking, âWhat keeps you awake at night?â.
\nBeing more specific provides more opportunities to personalise your messaging and schedule more meetings.
\nYour Ideal Client Profile is your suspect.
\nHypothetically, they are a group of decision-makers who need your help to solve their problems. The purpose of the ICP is to identify the prospects who need you the most and align with your values, culture, beliefs, etc.
\nThere are two levels of ICP.
\nThe Organisational ICP and Human ICP. If you use LinkedInâs Sales Navigator, this is what you call the Account List, and the Human Persona is the Lead List.
\nOrganisational ICPs have Firmographics and Technographics. Firmographics are characteristics used to segment and categorise businesses or organisations. They are essentially the equivalent of demographics for individuals, providing insights into a companyâs profile and characteristics. It lists the Industry, Annual Revenue, Company headcount size, geographical location and industry, etc. I have also added culture and values. If you are providing innovation, then you canât sell to a company that is quite pragmatic and conservative.
\nTechnographics are a powerful way to understand your target audience and tailor your marketing and sales efforts. I have listed the key components below.
\nIf their business uses technologies, what technologies do they specifically use that align with your solution?
\nExample,
\na. A B2B SaaS company would need platforms and support tools.
\nb. Large IT distributors would need ERP tools, but it depends on whether they are Tier 1 or Tier 2.
\nc. A sizeable private hospital has technologies for patient medical records.
\nSales Navigator, Apollo, Lusha all provides technographic information.
\nHuman ICP has demographic and psychographic lists.
\nHuman ICP is a detailed representation of the perfect customer for your product or service. It goes beyond just who your customer is, diving into what motivates them, what challenges they face, and how your solution can uniquely address their needs.
\nUse the template here:This workbook is part of the Elite Sales Athlete Course.
\nThere are 3 things we need to understand:
\nOnce we nail this, we will find clients who canât wait to work with us.
\nWe have the right prospect list, the right messaging and offer that resonates. What are your thoughts?
\nLet me know how you go with creating your ICP.
\nRooting for you!đ
\nRen Saguil
\nâ
\n\n","recentPosts":[{"id":8137148,"title":"115: The Slide Deck That Won a Seven-Figure Deal","slug":"115-the-slide-deck-that-won-a-seven-figure-deal","status":"published","readingTime":2,"campaignCompletedAt":"2025-03-12T23:00:49.000Z","publishedAt":"2025-03-12T23:00:49.000Z","orderByDate":"2025-03-12T23:00:49.000Z","timeAgo":"3 days","thumbnailUrl":"https://embed.filekitcdn.com/e/sSskWN8ffkuicxjUEYYoWD/rG5fZL6H1rQWLJ4YeSHBSC/email","thumbnailAlt":"","path":"posts/115-the-slide-deck-that-won-a-seven-figure-deal","url":"https://page.salescuriosityclub.com/posts/115-the-slide-deck-that-won-a-seven-figure-deal","isPaid":null,"introContent":"One of the biggest deal and most memorable deal won in my career was rolling out a public wifi network for Spark (an NZ Telco) when I was working at Ruckus (a wireless networking company). Itâs not just because itâs a 7-figure deal but because it taught me and my team a lesson I'll never forget. We were pursuing New Zealand's largest mobile operator, I initially did what most tech vendors do â led with our superior technology. Our pitch was polished: best-in-class outdoor Wi-Fi access points,...","campaignId":18344750,"publicationId":14900522,"metaDescription":"How to present and win enterprise deals"},{"id":8356215,"title":"114:How to avoid bad sales performance","slug":"114-how-to-avoid-bad-sales-performance","status":"published","readingTime":4,"campaignCompletedAt":"2025-03-07T03:01:45.000Z","publishedAt":"2025-03-07T03:01:45.000Z","orderByDate":"2025-03-07T03:01:45.000Z","timeAgo":"9 days","thumbnailUrl":"https://embed.filekitcdn.com/e/sSskWN8ffkuicxjUEYYoWD/uEoQF2jiRm2UNSgqhESmXb","thumbnailAlt":"","path":"posts/114-how-to-avoid-bad-sales-performance","url":"https://page.salescuriosityclub.com/posts/114-how-to-avoid-bad-sales-performance","isPaid":null,"introContent":"CEOs and sales leaders often believe that poor sales performance is primarily due to a lack of sales skills. This is only partly true. After conducting a discovery call and reviewing their B2B Sales Maturity Self-Assessment, they're often surprised by what I find: their team's underperformance isn't just about sales skillsâit stems from a basic lack of understanding of the sales process. And in some cases, there's no clear sales process at all. Working on large enterprise deals the last 25+...","campaignId":18607548,"publicationId":15164422,"metaDescription":"Learn how to create a sales process that can help sales teams improve decision-making, build stronger client relationships, and gain a competitive edg"},{"id":8217182,"title":"113:How to Nail Your First 30 Days in a New Sales Role ","slug":"113-how-to-nail-your-first-30-days-in-a-new-sales-role","status":"published","readingTime":5,"campaignCompletedAt":"2025-02-22T02:45:13.000Z","publishedAt":"2025-02-22T02:45:13.000Z","orderByDate":"2025-02-22T02:45:13.000Z","timeAgo":"22 days","thumbnailUrl":null,"thumbnailAlt":"","path":"posts/113-how-to-nail-your-first-30-days-in-a-new-sales-role","url":"https://page.salescuriosityclub.com/posts/113-how-to-nail-your-first-30-days-in-a-new-sales-role","isPaid":null,"introContent":"⨠Course update: Cohort 7 of my \"Elite Sales: How to Win High-Value Enterprise Deals\" course is now open! Classes start April 9 with an early-bird discount of $300 off until March 15. If you've been thinking about joining, check out the course details and reserve your spot. Questions? đLet's chat! Reading time: 5 mins Landing a new sales role is exciting! But it can also feel overwhelming. How do you hit the ground running while avoiding rookie mistakes? Your first 30 days are critical for...","campaignId":18440745,"publicationId":14996856,"metaDescription":"Learn how to identify top accounts, connect with colleagues, and build confidence in your first 30 days. "}],"newsletter":{"formId":2329264,"productId":null,"productUrl":null,"featuredPostId":null,"subscribersOnly":true},"isPaidSubscriber":false,"isSubscriber":false,"originUrl":"https://page.salescuriosityclub.com/posts/083-prospecting-like-a-pro-how-to-find-clients-who-who-can-t-wait-to-work-with-you","creatorProfileName":"Sales Curiosity Club","creatorProfileId":36833}This post is free to read but only available to subscribers.
Join today to get access to all of my posts.