But knowing how it can help them solve their specific problems.

The outcomes, yes. Absolutely.

But also confidence in your product / service ability to deliver consistently.

To build that confidence, they will want to know how reliable you are, and what safety nets you have built in.

We’re now talking to
- ICPs directly
- Connectors to ICPs

And getting live validation or changes.

20% imperfect with feedback ✅

In 2 weeks we will have a final offer.

This is faster than spending 4 weeks trying to make it perfect ❌

Only for ICP interviews to change it anyway.

- Writing about solutions to your ICP problems, and sharing bite sized chunks with them
- Making off boarding memorable

What’s your fav touch of excellence?

Here you go: docs.google.com/document/d/1...

- Outline how they can contact you with a question
- Outline the escalation process
- Document it all (orgs live and die by docs)
- Bring experts from your team to give 1:1 support to the prospect (sneak peek at your model)

3. Better team utilization.
• I highlighted their team of 30 as a resource to divide responsibilities for implementing the strategy. Priority.

ICP template to find better quality leads:

2. Refining ICP (honestly, all roads lead to this).
• Research where they spend time online.
• Document it (they hadn't yet)
• Gear sales levers to them.

Solution.
1. Use four levers of sales.
• Outbound > content > referrals > reviews.
• Improve lead qualification.
• Identified low quality leads as a core issue and suggested..

During the call
I focused on understanding & breaking down their true challenge.

I kept on asking 'why'

• Problem - Low reply rates from cold outreach.
• Root cause - Pressure to scale and meet ARR targets.

5) Taking advantage of the team.
They didn’t just rely on the sales team to handle everything. Bringing in experts who know the technical details or specific topics (SMEs) makes a huge difference. Credibility.

3) Positioning.
They focused on being a partner rather than a vendor who could be replaced by another ‘shinier’ vendor.

4) Reputation.
They had a good reputation.
On top of that.. they were able to demonstrate how they were able to fix pain points with case studies or solving on the 1st call.

1) Relationship building.
They had pre existing relationships with the team that were built over time, or were recommended.

2) Value oriented.
They focused more on the value rather than the $$ at the start.