Who you sell to, and why they care

Who you sell to

Picking a customer worth chasing, and knowing early when a deal is not one.

Level All Breaking into GTM Doing the work Leading a GTM team How the best do it
Market All India Global
Who's asking Everyone Founder doing GTM Founding AE SDR or BDR Growth and demand gen Product marketer RevOps Sales leader Agency or consultant

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We are winning in one segment. When is it right to add a second ICP, and how do I know we are not just bored? The honest signal is not excitement, it is repeatability. You have earned a second ICP when a rep who is not the founder can predictably find, win ... Leading a GTM team 3 resources → We are opening a new market, the US or Southeast Asia or the Gulf. Do we carry the same ICP across or start again? Carry the problem, redo the profile. The job your product does usually travels, but company sizes, who owns the budget, what counts as expensive, h... How the best do it 4 resources →
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