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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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 → 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 → Every deal seems to have five people in it. Who actually signs, and who am I wasting time on? In B2B almost nobody signs alone. You are usually dealing with a champion who wants it, an economic buyer who can release the money, a security or ... Breaking into GTM 3 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 →
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