In the B2B sector, this is the person in charge with whom you will negotiate. Of course, the definition of ICP should include both the type of organization (size, industry, etc.) and the status of the person in charge of negotiations in the hierarchy of the company itself (e.g., data center manager). Your ideal customer profile is a key, fundamental element of your customer qualification strategy. Unless you work according to the BANT formula, you should definitely create such a customer profile and stick to it when evaluating leads. Most sales professionals will not doubt for a second the quality of the leads offered if these leads match the ideal customer profile adopted by the company.
Defining an ICP is the first step in organizing work outside of the qatar phone number data BANT template. Include demographic (company size) and psychographic characteristics (e.g., advertising costs are 100,000 rubles per month) in the ICP. Then describe the status of the person you are currently communicating with or plan to contact.
Once you've defined your ICP, build it into your lead scoring system so that marketers only allow leads that meet your ICP to move on to sales.
2. Conduct deeper buyer research
Matching a BANT lead guarantees you that the lead is highly interested in your product. If you refuse this model, or work with clients who are not qualified as good enough for direct sales, you put yourself in a position where information about the client's readiness to cooperate with you is usually absent. To obtain it, you need to conduct a deep analysis of the client and his needs. Unfortunately, not all sales managers do this well.
Another mistake when working with such clients is that managers move on to demonstrating the product too quickly. In order to move to this stage in sales, you need to clearly understand the client's needs and preferences (so that you can then reflect this in the demonstration). Without this information, you will show something that will be of little interest to the buyer, and you will lose the lead.