Sales and Marketing
Know Exactly Who You Should Be Targeting and Why
Better targeting. Better prospects. Better results.
Most SMEs waste time and budget pursuing prospects that were never a good fit. Defining a clear ideal client profile means your sales and marketing effort goes to the right places, with the right message, at the right time.
What this covers
- Analysis of your best existing clients to identify common patterns and traits
- Definition of your ideal client profile including sector, size, triggers and fit criteria
- Mapping of decision-makers, influencers and buying processes
- Building a qualified target list based on the agreed profile
- Alignment of sales messaging to the problems your ideal clients actually care about
- Review and refinement as you learn from live outreach and conversations
Best used when
- Sales effort goes in too many directions and conversion rates are low
- You win good clients but cannot clearly describe what makes them ideal
- Marketing content and outreach feel generic because there is no defined audience
- Your CRM is full of contacts but most are not realistic prospects
- You want to focus time and budget on the opportunities most likely to close
Likely outcomes
A clear, documented ideal client profile the whole team can use
Better quality prospects entering the pipeline
More focused sales and marketing activity with less wasted effort
Improved conversion rates from outreach to meeting to deal
A stronger foundation for lead generation and content strategy
Related services
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