How to Choose the Right Key Performance Indicators (KPIs) for Your Value-Based Business with Luigi Prestinenzi

<p><strong>Luigi Prestinenzi</strong> is <a href= "https://www.salesiqglobal.com/">Sales IQ Group</a>’s Co-Founder and Head of Growth. He founded this company in 2014 and has been helping companies unlock the full potential of their sales teams since then. Luigi has been in sales his entire career. He hosts the Sales IQ Podcast where he talks with various leaders from around the globe to discuss the art and science of sales and marketing, personal development, and the mindset required to sell more every day.</p> <p>In this episode, Luigi discusses the importance of creating value in your practice, and why understanding your customers is crucial.</p> <p> </p> <p><strong>Why you have to check out today’s podcast:</strong></p> <ul> <li>Find out why you must know what your customer values in order to provide them with what they want;</li> <li>Learn why understanding ICPs and KPIs is important for your sales growth;</li> <li>Rather than losing a client because you thought you did what was right, find out how to close deals effectively.</li> </ul> <p> </p> <p align="center"><strong>“Before even going to a point of price and advocating any solutions, ask yourself a question. Do you know the problem they're trying to solve? Do you know the impact, the problem you’d help them achieve? Do you know the outcome that they're looking to achieve? If you can't answer those three questions, you're pricing too early and it's completely irrelevant.”</strong></p> <p align="center"><em>– Luigi Prestinenzi</em></p> <p> </p> <p><strong>Topics Covered:</strong></p> <p>01:49 – Luigi’s narrative on how he got into sales</p> <p>03:09 – Talking about Sales IQ Group and the importance of knowing what your customer values</p> <p>05:57 – How does Sales IQ Group help people identify their ideal customer profile (ICP)?</p> <p>07:39 – Why is it important to understand the KPIs in relation to knowing what your customers value?</p> <p>10:16 – Mark’s dark days in the sales industry and how it reflects two things that really matter the most whenever