🎧 Podcast
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Free
Intermediate
Why we picked it Your exact problem, named in the title, treated as a measurable one rather than a discipline lecture. Sperring works through how off-ICP pipeline hurts retention and expansion later, which is the argument you need when someone asks why you are not chasing a warm lead.
Why 70% of Your Pipeline is Outside Your ICP with Dan Sperring
On Force Management by Dan Sperring 67 min
