To ensure you find, engage, and convert the right businesses for your product(s) or service(s), you need to identify the defining characteristics of your ideal customer.

Start by asking yourself 5 important questions:

1. Which of your current customers make the most out of your products or services?
2. What traits do your best customers have in common?
3. What recurring objections do you receive from past customers or lost opportunities?
4. Which customers are easiest to upsell to and why?
5. What do the customers of your closest competitors have in common?

To answer all of these questions thoroughly, you need to dive into your data and align all departments. Every team in your business can offer valuable insights that will help influence and tailor your sales strategies so that you can share the right message with the right companies at the right time.