To consistently achieve your growth targets, you need a suitable sales strategy. Concrete plans help to put this into action. With regular forecasts, you can always keep a sharp eye on target achievement. The Ideal Customer Profile (ICP) is at the heart of strategy development. Using historical data on average deal size, the length of sales cycles per customer segment (industry, size, region, etc.) and information on profit and loss rates, you can determine ICP or any other go-to-market (GTM) matrix.
Without a modern solution, strategic sales planning information resides in outdated solutions or multiple Excel exports, making it enormously difficult to create and continuously develop an accurate ICP/GTM. Data preparation hogs your time, and the actual strategy and plan development gets shortchanged. Creating a single source of truth is the logical consequence.