Ideal Customer & Segmentation — Shari Johnston // Winning by Design
Shari Johnston
Winning by Design
- Part 1Account Based Strategy — Shari Johnston // Winning by Design
- Part 2 Ideal Customer & Segmentation — Shari Johnston // Winning by Design
- Part 3Elevating women in Rev Gen — Shari Johnston // Winning by Design
Show Notes
Quotes
-
“Really understanding your customers, you're going to most likely find your next best customer based on the success of your current customer base.” - Shari Johnston
-
“Some of those real nuggets (when identifying your ICP) can be uncovered with that deeper analysis and really looking at things like not only who your current customers are, but who is actually producing the most revenue for you as well.” - Shari Johnston
-
“If we're in the very early stages of a company, or the product is evolving extensively, we recommend revisiting the ICP and segmentation very often in order to capture those market changes.” Shari Johnston
-
“UCP is buried in our current customer databases. So it's a matter of discovering them probably based on some simple unit economics.” Doug Bell
-
“Your ideal customer profile is that overall ideal customer that your company can sell market products and solutions to as a whole, but then within that, there are different segments of customers that you may need to deliver bespoke messaging to.” Shari Johnston
- Part 1Account Based Strategy — Shari Johnston // Winning by Design
- Part 2 Ideal Customer & Segmentation — Shari Johnston // Winning by Design
- Part 3Elevating women in Rev Gen — Shari Johnston // Winning by Design
Up Next:
-
Part 1Account Based Strategy — Shari Johnston // Winning by Design
Account Based Practice Lead, Shari Johnston, discusses account-based strategies and account-based marketing. When is your organization ready for an account-based strategy, and how do you prepare your organization for that shift? We also look at the different motions within ABS and how to identify the most suitable for your organization.
Play Podcast -
Part 2Ideal Customer & Segmentation — Shari Johnston // Winning by Design
Account Based Practice Lead, Shari Johnston gives a breakdown of how to identify your ideal customer profile. By identifying your ICP and segmenting them accordingly, your organization can tailor your marketing efforts to target your most valuable customers. In turn, your organization is able to generate high-quality leads and better profit margins.
-
Part 3Elevating women in Rev Gen — Shari Johnston // Winning by Design
Account Based Practice Lead, Shari Johnston talks about the underrepresentation of women within the revenue operations field. She also discusses the changes that could be made to make teams more diverse and how her organization, Women In Revenue is helping champion equality. At the end of the day, diverse teams simply perform better.
Play Podcast
