On this week’s SBI Insider Podcast we discuss the topic of how to leverage your ideal customer profile. Your company’s Ideal Customer Profile can be quantitatively defined, documented, and leveraged to better prioritize sales and marketing efforts. This gives you the opportunity to point your resources at the highest potential accounts and prospects.

The emerging best practice is to define the ideal customer profile through regular account segmentation data refreshes. The short-term benefit is instant as you stop sales and marketing are targeting the wrong accounts.

Joining me in this discussion is my colleague Dan Perry, a Principal at SBI. Together we discuss how to allocate resources by leveraging a quantified ideal customer profile (ICP). Listen as we explain how to properly use data from your ideal customer profile to make key decisions.