Choose channel partners using the same discipline you apply to your best direct customers. Strong partners serve your priority markets, [...]
Published June 15, 2026Direct sales means your own team sells straight to the end customer. Channel sales means third-party partners sell on your [...]
Published June 15, 2026A channel sales strategy is the documented plan for how a company grows revenue through third-party sellers such as distributors, [...]
Published June 15, 2026Review your ICP at least once a year, and any time your best-account pattern shifts because of a new product [...]
Published June 12, 2026A target market is a broad segment you could theoretically sell to, such as mid-market industrial manufacturers in a region. [...]
Published June 12, 2026Pull your top 10 customers and rank them by revenue, gross margin, tenure, expansion, and referrals. Identify the traits the [...]
Published June 12, 2026An ICP describes the company you want to sell to, covering traits like industry, size, ownership structure, and buying behavior. [...]
Published June 12, 2026A B2B ideal customer profile is a written description of the company-level traits shared by your best-fit accounts: the customers [...]
Published June 12, 2026Start with clarity about where you already win, before any design work. Rank your accounts by relationship quality and long-term [...]
Published June 11, 2026
