Roy Itzhaki

Let's talk ICP. This week I have spoken with 3 clients about it, and it was a topic of conversation with a couple folks at a recent GTMfund dinner in Toronto. The common thread is that most Sales orgs are not getting deep enough with their understanding of the market that they sell into. "𝐖𝐡𝐚𝐭 𝐢𝐬 𝐲𝐨𝐮𝐫 𝐈𝐂𝐏?" Typical response: n# of employees, X industries, Y titles. Great data points, and helpful context when building lists. But there is no context here, no 'why', no triggers/signals/insert other buzzword that allows to actually know when our prospects need a solution. At the end of the day, we as sellers are solving specific problems with our products, and we are looking for organizations and contacts that are currently experiencing that exact problem. Company size, roles, and industries rarely paint that whole picture. So where do we start? When building out your ICP approach it's important to start at the top of the funnel, and work your way down. (Told you - big funnel guy) 𝐖𝐡𝐚𝐭 𝐭𝐲𝐩𝐞𝐬 𝐨𝐟 𝐜𝐨𝐦𝐩𝐚𝐧𝐢𝐞𝐬 𝐮𝐬𝐞 𝐮𝐬? 𝐖𝐡𝐲?  Answer this by talking to customers, combing through existing customer reports, learning from churned orgs., and looking at the companies that came inbound to you. 𝐖𝐡𝐚𝐭 𝐞𝐱𝐭𝐞𝐫𝐧𝐚𝐥 𝐭𝐫𝐢𝐠𝐠𝐞𝐫𝐬 𝐜𝐚𝐧 𝐲𝐨𝐮 𝐬𝐞𝐞 𝐭𝐡𝐚𝐭 𝐥𝐞𝐭 𝐲𝐨𝐮 𝐤𝐧𝐨𝐰 𝐰𝐡𝐞𝐧 𝐭𝐡𝐚𝐭 ^ 𝐭𝐡𝐢𝐧𝐠 𝐢𝐬 𝐡𝐚𝐩𝐩𝐞𝐧𝐢𝐧𝐠 𝐨𝐫 𝐚𝐛𝐨𝐮𝐭 𝐭𝐨 𝐡𝐚𝐩𝐩𝐞𝐧? Raises, new hires, growth stages, public documents, social posts, changes in industry regulations are all examples of this. 𝐖𝐡𝐲 𝐝𝐨𝐞𝐬 𝐭𝐡𝐢𝐬 𝐭𝐡𝐢𝐧𝐠 𝐦𝐞𝐚𝐧 𝐭𝐡𝐚𝐭 𝐭𝐡𝐞𝐲 𝐚𝐫𝐞 𝐞𝐱𝐩𝐞𝐫𝐢𝐞𝐧𝐜𝐢𝐧𝐠 𝐭𝐡𝐞 𝐩𝐫𝐨𝐛𝐥𝐞𝐦 𝐭𝐡𝐚𝐭 𝐲𝐨𝐮 𝐬𝐨𝐥𝐯𝐞? If you cannot connect the dots here, you are likely coming across as far too generic in your messaging. The classic "why you, why you now" approach. 𝐖𝐡𝐨 𝐢𝐧 𝐭𝐡𝐨𝐬𝐞 𝐜𝐨𝐦𝐩𝐚𝐧𝐢𝐞𝐬 𝐛𝐮𝐲, 𝐜𝐡𝐚𝐦𝐩𝐢𝐨𝐧, 𝐚𝐧𝐝 𝐡𝐚𝐯𝐞 𝐚𝐧 𝐢𝐦𝐩𝐚𝐜𝐭 𝐨𝐧 𝐭𝐡𝐞 𝐩𝐮𝐫𝐜𝐡𝐚𝐬𝐞? 𝐖𝐡𝐲? Go back to the data, follow deals, talk to customers. Go through these questions and your prospecting will become much more targeted, which will lead to increased email and call metrics, and will likely book you a bunch more deals. Think about how many "no's" or no responses are the result of you reaching out to people who simply don't care. You can eliminate so many of those by paying more attention to your true ICP. How does your prospecting look today? Is your current iteration of ICP helping or hurting it?

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🚀 Unlock Growth by Slashing CAC with These Power Moves! 🚀 Content is King 👑: Craft killer content and ace SEO to drive organic traffic. Quality blogs, videos, and infographics FTW! 📈 Referral Magic ✨: Turn happy customers into your marketing team. Incentivize referrals and flaunt those glowing testimonials. 🌟 Target Smart, Not Hard 🎯: Nail your audience with precision targeting and retarget those curious visitors. Efficient ad spend = lower CAC! 💸 Convert Like a Pro 🔄: A/B test everything and smooth out the UX. Higher conversions mean cheaper customer acquisition. 🤑 Partner Up 🤝: Team up with complementary brands for co-marketing gold. Affiliate programs can be a game-changer too. 🌐 Love Your Customers ❤️: Retain, retain, retain! Loyalty programs and customer success initiatives keep them coming back (and bringing friends). 🔄 Data-Driven Dominance 📊: Segment, analyze, predict. Use data to target high-value customers and optimize every move. 🎯 💡 Pro Tip: Happy customers are your secret weapon for reducing CAC and driving sustainable growth! 🚀 #ProductManagement #GrowthHacking #MarketingMagic #CustomerLove #DataDriven #SEO #ContentMarketing #ReferralPrograms #TargetedAds #ABTesting #UXDesign #StrategicPartnerships #CustomerRetention #Analytics #DigitalMarketing #BusinessGrowth #StartupTips #EntrepreneurLife

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Enterprise Salespeople - just a friendly push (from someone who isn't impacted by your results but wants you to kick ass) May & June - time to fine-tune  😎 If, on average, you have a 6 month sales cycle - hopefully you rested up this long weekend.... It's GO time! Any Discovery Calls booked inside what's left of May & the month of June have a shot to close by Calendar Year End. Factor in some down time in July & August & December. This is when you want to: 🚀 review and own the heck out of next steps with ops inside your CRM 🚀work with marketing to provide timely and intelligent collateral for each stage gate of your ops 🚀ensure that decision makers are identified and introduced 🚀hammer away with your sales leader/founder the key accounts and get support 🚀build plans with your champions to get these deals to their natural close 🚀understand how market forces/head winds/corporate budgets etc might create a sense of urgency for prospects Good Luck & Go CRUSH Your Quotas - like only you can!!! AND make sure you have some personal activities for growth inside your daily calendar!!! That part is always non-negotiable!! If I can help - happy too! startupsalesgrowth.ca #sales #saas #saassales #founders #startups #startupsales #proptech #realestate #enterprisesales #ae #bdr #salesteams #salesculture #salesprocess #salescycle #salesstrategies #salestips #quotas #salesquotas #revenue #salesleadership #salespeople #worklifebalance #marketing #salesandmarketing #mentalhealth #salesprospecting #crm #nextsteps #coaching #b2b

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From Spam to Success: Turn DMs into a Goldmine! Tired of spammy sales DMs? 😴 - We all want real talks with real prospects. - Want ideal clients sliding into your DMs? - It's about making your profile crystal clear: - Who you help The value you bring Your unique method Why you're the top pick Suddenly, your inbox shines with opportunity. Ready to revamp your LinkedIn? To draw in dream clients? Shoot me a DM. Just say 'PROFILE'. Let's elevate your LinkedIn in just one hour. Forget inbox chaos. Welcome valuable connections! Become a Client Magnet: Unleash These Tactics Now ♻ Repost and share this with your community! I talk about #relationshipbuilding #socialselling #personalbranding

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Is Shopify for enterprise stores making 9-10 figures a year? Here's my answer: 100% There is not a single company out there that innovates as fast as Shopify. The speed on innovation is mind blowing. ↳ One of the reasons why I choose Shopify over Bigcommerce any day. What are your thoughts? Let me know in the comments.

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NOW THAT I HAVE YOUR ATTENTION - Check Out the Stats on Speed to Lead: The Critical Metric for Converting B2B Leads. Vendasta's study insights into lead response times reveal a pressing challenge for businesses aiming to maximize their sales and customer engagement. Here are the key findings: #Immediate #Response #Requirement: The first five minutes after a lead makes contact are pivotal. Failing to respond within this window drastically reduces the chances of making a successful connection. Drift's research supports this, showing that only 7% of companies manage to achieve an average response time of under five minutes. #First #Responder #Advantage: A Lead Connect survey highlights that 78% of customers choose the company that responds first. This first contact advantage is crucial for shaping a potential customer's perception and setting the stage for the entire sales process. #Dramatic #Conversion #Impact: Contacting a lead within the #first #minute can #increase #sales #conversions by #391%, according to Lead Connect. This demonstrates the significant advantage of immediate engagement over competitors. #Sharp #Decline in #Lead #Qualification: Waiting just five to ten minutes to respond can lead to an #80% #decrease in the likelihood of qualifying a lead, marking a rapid decline in potential sales opportunities. #Widespread #Delays: Surprisingly, 55% of companies take five or more days to respond to leads, with 12% failing to respond at all, potentially leading to #substantial #revenue #losses and #missed #opportunities. Vendasta's case studies also show that implementing an "instant demo" process dramatically increases contact success rates, with nearly double the presentation booking rate compared to traditional methods. These findings underscore the necessity for businesses, especially in the B2B sector, to optimize their lead response strategies to stay competitive and maximize their conversion opportunities. At NXTLVL Ai Solutions, we #connect #with #your #leads #INSTANTLY and by doing so, help you avoid the black hole of wasted ad spend. For more detailed insights, visit: https://mynextlevel.ai and schedule a discovery call. #LeadManagement #ConversationalAI #DigitalMarketing #BusinessGrowth #Innovation