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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Half my pipeline is outside our ICP because those are the leads that came in. Do I chase them? Chase them to learn, close them only if they close fast. Off-ICP deals are seductive because they are there and someone said yes to a meeting, and ... Doing the work 5 resources → My list of target accounts is enormous and mostly cold. How do I find the ones that are ready to buy right now? Fit tells you who could buy. Timing tells you who will. The bridge between them is a trigger, some event that just made your problem urgent inside ... Doing the work 4 resources → We are a marketplace with buyers on one side and sellers on the other. Which side is the ICP? Both eventually, but only one at a time, and it is whichever side is scarce. Pick the constrained side and make it your ICP for now, because the ot... Leading a GTM team 4 resources → How do the best companies replace ICP opinion with a scoring model built on their own data? They stop arguing about who the ideal customer should be and go and measure who it turned out to be. Pull your last fifty to a hundred closed won a... How the best do it 4 resources →
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