Sales Development Track: TOPO Sales Summit 2016
Talkdesk
APRIL 12, 2016
According to Kristina, ICP guides every aspect of sales including GTM, sales processes, organizational design, hiring, messaging and plays. To determine your ICP, use three data sets: internal data such as historical close-won data by account type, qualitative data such as sales rep feedback and external data such as predictive data.
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