The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 3 months ago

Ideal Customer Profiles w/ TJ Macke & Jason Serota


Who’s buying from you, and who are you selling to - are they the same people?

It’s three for the price of one today, as I’m joined by TJ Macke, SVP of Strategy at Sapper, and Jason Serota, Head of Commercial Business Development (Americas) at Adobe

What we talked about:

  • Superhero origin stories of both TJ and Jason
  • Storytelling as a key skill set for sales
  • Defining ICPs - ideal customer profiles
  • DCP vs TCP (desired vs true customer profile)
  • Lagging, current and emerging ICPs, as categories
  • Involving the right people at the right time
  • Advice for individuals working in and leading sales functions

We mention these resources during the show, for you to look up and make use of:

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