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Global companies like Apple or Google can utilize the concept of an Ideal Customer Profile (ICP) to enhance their sales process by identifying the characteristics of their most profitable buyers. This can help them understand who to target and why. By understanding their ICP, these companies can tailor their pitches to show how their products can have a positive impact on a prospect's bottom line. This can lead to a more structured and efficient way to close leads.
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To tailor their pitches, salespeople need to be aware of how their product can have a positive impact on a prospect's bottom line before reaching out to them. The key to achieving this is by creating an Ideal Customer Profile, or ICP. It identifies the characteristics of the most profitable buyers and helps salespeople understand who to target and why. (Slide 20)
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