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

Showing 5 of 8 questions. Clear filters

How do I qualify a deal properly instead of just hoping the enthusiastic person can buy? Enthusiasm is not authority. Before you invest another hour, you want four things: a named pain the buyer can quantify, the person who controls the... Doing the work 4 resources → 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 4 resources → How do I get the team to actually use the ICP instead of nodding at a slide and then doing what they want? An ICP that lives in a deck is decoration. Make it operational: turn it into fields in the CRM, into the lead scoring, into the list an SDR is allo... Leading a GTM team 4 resources → How do the best companies keep their ICP sharp as they grow instead of letting it blur into everyone? They re-derive it on a schedule from data they already have: which segments renew, which expand, which churn, which cost the most to serve. Then th... How the best do it 4 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 →
eChai Partner Brands