Altify Blog

Over the last few weeks I have posted here, here, here, here, and here to describe the underlying framework to build your Ideal Customer Profile. Doing this well is one of the most impactful exercises for Marketing and Sales professionals. In this post I will pull it...
04/23/2018
Donal Daly
We are now onto the final of the three categories of attributes that describe your Ideal Customer Profile. Firmographics: Who should you call? (See here) Customer Business Problem: What problem do they have? (See here) This post addresses Positive Impact Potential: Will they be successful?, possibly the...
04/16/2018
Donal Daly
The attributes of your Ideal Customer Profile can be separated into the three categories: Firmographics: Who should you call? Customer Business Problem: What problem do they have? Positive Impact Potential: Will they be successful? In my last post I described what to do to get...
04/09/2018
Donal Daly
In my last post Ideal Customer Profile: Mining Your Customers, I showed how your existing customers are a great place to start to discover your ICP. This built on the previous post Ideal Customer Profile – Part 1: Introduction, where I introduced...
04/02/2018
Donal Daly
I have written about Trust a lot over the years, but was prompted to revisit this important subject having just watched In Technology We Trust, a panel discussion from Davos. Before I get into the topic here, it’s worth watching this...
03/26/2018
Donal Daly
Exhibit 1: And I find it kinda funny, I find it kinda sad The dreams in which I’m dying are the best I’ve ever had Exhibit 2: Yes, there are two paths you can go by, but in the long...
03/19/2018
Donal Daly
In a previous post Ideal Customer Profile – Part 1: Introduction, I introduced the concept of the Ideal Customer Profile. In this post we will look at how your existing customers are a great source of insight with which to start....
03/12/2018
Donal Daly
In a world responding to the Mega Trends of Digital Transformation and Customer First, companies are under pressure to act strategically, collaborate proactively and respond quickly, earning their customer’s business month on month, time over time. Selecting companies for whom...
03/05/2018
Donal Daly
In previous blogs I described both the symptoms – the Bad Things That Happen – that point to sales problems, and the underlying causes of those problems, in Level 1 and Level 2 sales engagements. At Level 1; if the customer purchases your product it...
02/26/2018
Donal Daly
In my last post I described both the symptoms – the Bad Things That Happen – that point to sales problems, and the underlying causes of those problems, in Level 1 sales engagements. At Level 1; if the customer purchases your product it...
02/19/2018
Donal Daly
The first step to improvement in anything is to understand where you might be failing. If that sounds like a negative approach it is intended not to depress you but to highlight the areas in which you might have improvement...
02/12/2018
Donal Daly
Why work on unqualified opportunities when you could be making money? That’s what a good friend of mine – a senior sales executive with a technology company – asks his sales team every week at their regular Friday morning review...
02/05/2018
Donal Daly

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