This coaching teaches you to define and identify the profile of your ideal client (Ideal Client Profile, ICP). By understanding the demographic and psychographic criteria that characterize your best clients, you will be able to target your sales and marketing efforts more effectively.
Objectives:
Understand the basics of ICP and its importance in business strategy.
Expected Outcomes:
Knowledge of fundamental concepts and the ability to explain the importance of ICP.
Objectives:
Identify and analyze the demographic criteria of your current clients.
Expected Outcomes:
Creation of client segments based on demographic criteria.
Objectives:
Understand psychographic criteria and their role in identifying the ICP.
Expected Outcomes:
Definition of the psychographic attributes of your ideal clients.
Objectives:
Learn to collect relevant demographic and psychographic data.
Expected Outcomes:
Compilation and analysis of data to identify trends and patterns.
Objectives:
Synthesize the collected information to create a detailed ICP.
Expected Outcomes:
Creation of one or more ideal client profiles for your business.
Objectives:
Integrate the ICP into your sales and marketing strategies.
Expected Outcomes:
Development of targeted campaigns based on the ICP.
Objectives:
Learn to adjust and refine the ICP based on feedback and results obtained.
Expected Outcomes:
Ability to update the ICP to ensure it remains relevant and effective.
Each participant in the coaching program “Learning to Identify the Ideal Client (Ideal Client Profile ICP)” will receive personalized support from an expert coach in strategic sales. This support is designed to provide continuous and tailored guidance throughout the program, ensuring that each participant gains the maximum benefit from the coaching.
Personalized Support:
Each participant will be assigned a dedicated coach who will guide them throughout the program. The coach will be available to answer questions, provide constructive feedback, and help overcome specific challenges faced by the participant.
Individual Coaching Sessions:
One-on-one coaching sessions will be regularly organized to discuss progress, goals, and personalized strategies. These sessions will allow the coaching content to be tailored to the specific needs of each participant.
Discussion Groups and Interactive Workshops:
In addition to individual sessions, participants will have the opportunity to join discussion groups and interactive workshops to exchange ideas, share experiences, and learn from each other. These group sessions will promote collaborative learning and the practical application of the concepts taught.
Methodology Used During the Coaching
Theoretical Approach:
– Structured Courses: The training modules are designed to provide a solid theoretical foundation. Each module is structured to present key concepts clearly and concisely.
– Educational Material: Detailed course materials, case studies, recommended readings, and explanatory videos will be provided to deepen the understanding of the concepts.
Practical Approach:
– Practical Workshops: Interactive workshops will be organized to allow participants to practice the concepts learned. These workshops will include exercises, sales simulations, and role-playing.
– Real Projects:
Participants will work on real projects or scenarios based on actual sales situations. This will allow them to apply sales techniques in a practical context and receive constructive feedback from coaches.
– Case Studies: Real case studies will be analyzed to illustrate the application of strategic sales concepts in different contexts and industries.
Evaluation and Feedback:
– Regular Assessments: Regular assessments will be conducted to measure participants’ progress. These assessments will include knowledge tests, practical exercises, and performance evaluations.- Continuous Feedback: Participants will receive continuous feedback from their coaches to help them identify their strengths and areas for improvement. The feedback will focus on individual performance and progress.
Post-Coaching Follow-Up:
– Ongoing Support:
After the coaching program ends, participants will receive ongoing support to help them apply the skills acquired in their work environment. This support may include follow-up sessions, consultations, and additional resources.
– Peer Network: Participants will become part of a network of peers and coaches, allowing them to continue exchanging ideas, best practices, and professional opportunities.
This integrated and comprehensive approach ensures that participants not only gain a theoretical understanding of strategic sales concepts but also develop the practical skills necessary to apply them effectively in their careers.
At the end of the coaching “Learning to Identify the Ideal Client (Ideal Client Profile ICP),” participants will have developed and created several tangible and useful deliverables that will demonstrate their understanding and ability to apply strategic sales concepts. These deliverables will be concrete tools they can use in their daily work to improve their sales performance.
– One or more detailed ideal client profiles.
– A targeted sales and marketing strategy based on the ICP.
– An action plan for ongoing customer data collection and analysis.
Examples of specific deliverables for the coaching:
– Demographic and psychographic analysis reports.
– ICP documentation.
– Presentations of the developed strategies.
These deliverables will enable participants to demonstrate their expertise in strategic sales and provide concrete tools to improve their performance and achieve their sales goals. By working on these deliverables, participants will directly apply theoretical concepts in practical contexts, thereby reinforcing their learning and confidence in their skills.
3 weeks, with two (2) sessions of 45 minutes and one (1) session of feedback and debriefing of 30 minutes.
The complete format of each program (session 1 – 45 min, session 2 – 45 min, session 3 – 30 min feedback & debriefing) is perfectly suited for executives, sales, and marketing managers to accelerate their sales and help them make the best decisions.
We can organize group sessions but limit them to 5 people for maximum efficiency and interactivity.
This program can be launched during both peak activity periods and slower times, including summer.
This individual format can apply to anyone regardless of their role, including departments outside of Sales and Marketing.
Cost: €800 per participant, with financing options available if needed.
For single coaching sessions (first session without duration commitment), the price is €300 excluding tax. Book your session via this link: Book your session.
Each coaching session consists of a theoretical part where concepts are explained in detail, followed by a practical part with exercises and simulations. Participants can ask questions and receive real-time feedback.
There are no formal prerequisites for this coaching. However, prior experience in sales or business management is a plus.
All sessions are recorded and made available to participants. If you miss a session, you can watch it later at your convenience.
Yes, each participant will receive detailed course materials, case studies, explanatory videos, and practical tools to use during and after the coaching.
In addition to the coaching sessions, participants have access to online discussion forums, additional resources, and Q&A sessions with the coaches.
You can register online through our website or by contacting our team via email or phone. Once your registration is confirmed, you will receive all the necessary information to start the program.
We offer a 14-day trial period. If, for any reason, you are not satisfied with the coaching, you can cancel your registration and receive a full refund within this period.
Yes, we strive to make our training accessible to everyone. Please contact us to discuss your specific needs so that we can adapt the program accordingly.
This coaching will provide you with lasting skills in strategic sales, significantly improving your efficiency and performance. You will also benefit from an extensive professional network and ongoing resources to support your professional development.
These practical details will help you plan and prepare for your participation in the coaching, ensuring you have all the resources and support needed for success.
Jean-Charles Spanelis has over 20 years of experience in strategic sales. Having held executive positions in several renowned companies, he has gained extensive expertise in sales management, business development, and negotiation. Jean-Charles is known for his ability to develop and implement complex sales strategies tailored to both B2B and B2C environments.
Education:
– EDHEC Business School, Major in Market Finance (Alumni Class of 2001)
Experience:
– Consultant, Entrepreneur, and Coach in Operational Sales Strategy (2021-Present)
– Sales Director for Risk and GRC Software (2016-2020)
– Sales Director for Portfolio Management Software and Fintechs/Regtechs (2007-2015)
Skills:
– Sales Strategy
– Finance & Technology Expertise
– Advanced Negotiation
– Customer Relationship Management
– Sales Coaching
– Project Consulting and Support
Access to an Exclusive Resource Library:
– E-books and Practical Guides: Access to a collection of guides and e-books on best sales practices, negotiation techniques, and customer relationship management.
– Real Case Studies: Detailed analyses of real successful strategic sales cases, allowing participants to understand and apply proven strategies.
– Templates and Models: Customizable sales scripts, prospecting plans, presentations, and performance reports for direct application in your work.
Live Masterclasses with Experts:
– Masterclass Sessions: Participate in live sessions with renowned industry experts, covering advanced topics in strategic sales and sharing valuable insights.
– Q&A Sessions: Opportunities to ask questions and receive detailed answers from experts during the masterclass sessions.
Monthly Webinars:
– Thematic Webinars: Access to monthly webinars on specific topics related to strategic sales, negotiation, and customer relationship management.
– Available Replays: In case of absence, webinar replays are available for viewing at any time.
Access to an Online Community:
– Discussion Forum: Join an active community of participants and alumni to exchange ideas, share experiences, and ask questions.
– Collaborative Work Groups: Participation in work groups to collaborate on projects and support each other in applying learned concepts.
Professional Tools and Software:
– Access to CRM Tools: Use of leading market CRM software for customer relationship management and sales process optimization.
– Prospecting and Automation Tools: Access to prospecting and sales automation tools to improve efficiency and productivity.
Personalized Post-Coaching Follow-Up:
– Follow-Up Sessions: Follow-up sessions with coaches to assess post-coaching progress and adjust strategies based on evolving needs.
– Individual Consultations: Additional consultations with coaches for personalized advice and ongoing support.
Next Session:
Important Dates:
Future Session Schedule:
Fall Session:
Winter Session:
Clients of all sizes in France, Europe, and beyond: from innovative startups needing to grow their sales to large international groups requiring advancement for their teams.
Creating and nurturing a steady stream of prospects remains a major challenge for any business, regardless of its size, from its inception to its growth phase.
We are here to help. Let’s connect to assess how we can work together!
At Finelis, with our experienced team and excellent processes, we can cover all your sales channels as well as your marketing and CRM needs.