Developing your Ideal Customer Profile (ICP) is the first step in creating an Account-Based Strategy. By narrowing in on the traits that define your best customers, you will then be able to find and engage with those accounts where you are most likely to repeat success in the future. By following the steps in this blueprint, you will be able to create a clearly defined and prioritized target account list of accounts most likely to be your next best customers.

To run an effective demo, used the SPICED framework in order to ground your demo and keep it directly relevant to your customer’s pain points.

At the same time, use these demo best practices of setting the stage, keeping your audience engaged, and connecting the wagons to orchestrate next steps.

Conduct a proper diagnosis using the SPICED framework. Employ question-based selling, with a combination of open- and closed-ended questions to peel back the layers of their pain points, and to understand the impact that your prospect is looking to achieve.