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    Blog Category // Ideal Customer Profiles

    No Fit, No Deal: Why ICP Fit Must be the First Thing You Qualify in Complex B2B Sales

    By their very nature, high-value complex B2B sales typically involve multiple stakeholders, lengthy and frequently ...

    Profiling Your Ideal Customers

    In the previous article in this series on Outcome-Centric Selling® we addressed the importance of identifying and targeting ...