Abstract
Thought leaders with marketing and sales acuity who have witnessed the positive evolution of sales systems readily agree that B2B Companies where appropriate use of Ideal Customer Profile (ICP) techniques is enshrined in company policy perform better in difficult and highly competitive markets. However, an accurate implementation of standard ICP methods is enhanced by sound application of simple Mathematical Models. In this paper, I explain ICP best practices and present my exposition of marketing models for Total Addressable Market Database as it relates to crucial territory segmentation and sales coverage.
Full Text 
Sign-in/Register to access full text options
Sign-in/Register to access full text options 
Paper version not known
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a call
