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

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What is an ICP and how is it different from a persona? People use both words for the same thing. An ICP describes the company you want as a customer: size, industry, what they already use, what has to be true for your product to matter. A perso... Breaking into GTM 4 resources → We have about fifteen customers and they are all different. How do I find an ICP out of that? Do not look at who bought, look at who is happy. Rank the fifteen by usage and by whether they would be annoyed if you disappeared, then take the t... Breaking into GTM 4 resources → Should we sell to Indian SMBs, Indian enterprises, or skip India and go straight at US buyers? Pick on payback and on where your product is genuinely better, not on prestige. Indian SMB gives volume, fast feedback and brutal price sensitivity... Leading a GTM team 5 resources → When is it right to move upmarket, and how do the companies that pull it off actually do it? Move when the demand is systematic, not when two large logos email you. The signal is a pattern of bigger accounts arriving on their own and hittin... How the best do it 5 resources →
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