Convert more prospects into clients with our ICP development sprint
Deep expertise in SAAS and B2B industries
About This Sprint
This course teaches B2B organisations how to understand their target prospect’s priorities and develop sales messages that resonate and compel prospects to buy. Participants will be taught how to achieve product-market fit and align their sales and marketing messages with their buyer’s needs to create compelling content that converts.
Participants will learn how to create their ideal customer profile (ICP), craft persuasive sales messages, produce compelling content, engage target accounts directly and manage their sales pipeline.
Sprint Format
- 10 hours live instruction; one 2-hour session each week.
- Delivered via Zoom video conference.
- Exclusive access to blueprints, videos, and exercises.
Want To Know More?
and get started with this sprint
Organizations that leverage their customer behavior to generate insights outperform their peers by 85% in sales growth
- Microsoft
Businesses stuck in a cycle of sales promotions that attract price-sensitive customers will not see long-term growth. With lower operating margins, businesses have less budget to deliver quality customer experience.
Once you start running regular sales promotions, customers expect it and wait for the next sales promotion before making their purchase. You are then stuck in sales promotion purgatory.
This ICP developlement sprint helps B2B organisations achieve product-market fit and align their sales and marketing messages with their buyer’s needs to create compelling content that converts. We do this by developing customer insights that inform how the buyer wants to be sold to, rather than how the company wants to promote itself.
With a comprehensive foundation of customer insight, you are able to produce compelling sales and marketing messages that resonate and turn more browsers into buyers without needing to discount.
What will I take away from the ICP Development sprint?
➤ The science of empathy in marketing and how it accelerates performance.
➤ How to leverage the 12 personality archetypes to build compelling sales messages.
➤ A framework to translate customer needs into compelling products.
➤ How to align your marketing with customers motivations and needs.
➤ A simple strategy to develop sales messages that obliterate objections and overcome sales resistance.
➤ A system to develop stakeholder-targeted content that meets each stakeholder’s needs at every stage of the sales journey.
Sprint Modules
Getting into the heads of target buyers and understanding what motivates them to buy is essential when you are unsure how to write effective and persuasive sales messages. Our sprint teaches you about our 10 principles of persuasive sales messages that turns more browsers into buyers.
Week 1
Learn the methodologies and tools for researching insights about target prospects, such as analysing online forums and researching industry reports.
Week 2
Develop how to use behavioural, contextual, and demographic targeting for target audiences with a high level of granular detail.
Week 3
Strengthen your capability for understanding how to engage with the 12 personality archetypes and learn how to unearth social identities in marketing to crafting compelling sales messages.
Week 4
Learn the emotional drivers that motivate customers to purchase based upon the pain/solution mapping hierarchy.
Week 5
Produce a great product market fit based on the jobs to be done theory and discover how to align your product with existing market opportunities and customer needs for a successful launch.
FAQs
You will be able to apply your new skills and knowledge right away after the sessions. The material is designed to be highly practical and easy to implement, so you can start seeing results as soon as the sessions are over.
➤ 4 pillars of empathy for effective marketing.
➤ 9 techniques to get into your target prospect’s head.
➤ A template to build empathetic sales messages that resonate.
To get the most out of the sessions, it is helpful to come prepared to take “action notes” (notes on how you will apply your new skills and knowledge). During the sessions, the material will be presented in segments, and you will have a few minutes to make your “action notes”. In addition, there will be assignments given each week that you can complete on your own time to put your learnings into practice. Taking “action notes” and completing the assignments will help you to retain and apply the material covered in the sessions.
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