Podcast · 67 min

Why 70% of Your Pipeline is Outside Your ICP with Dan Sperring

Dan Sperring · Force Management Free Intermediate

Why 70% of Your Pipeline is Outside Your ICP with Dan Sperring

Your exact problem, named in the title, treated as a measurable one rather than a discipline lecture. Sperring works through how off-ICP pipeline hurts retention and expansion later, which is the argument you need when someone asks why you are not chasing a warm lead.

Watch on YouTube ↗

The question it answers

  1. Half my pipeline is outside our ICP because those are the leads that came in. Do I chase them?

Read with it

  1. A rare account of the specific moments a GTM changed shape, from narrowing to cold email agencies, to reversing the demo, to... First Round Review Article · ~25 min read The GTM Inflection Points That Powered Clay to a $1B+ Valuation Varun Anand
  2. A real company showing its ICP before and after, including the messy middle where they were guessing. The point that narrow... Product for Engineers (PostHog) Newsletter · ~12 min read Defining our ICP is the most important thing we ever did Andy Vandervell
  3. Five questions you can answer this afternoon from data you already have, including the underused one about what objections... Andreessen Horowitz Article · ~10 min read A Framework for Defining and Refining Your ICP Michael King
  4. Lays out everything that has to change at once, product, pricing, GTM and culture, and warns about the premature pivot that has... productgrowth.in Article · ~15 min read Indian SaaS Moving Upmarket: The SMB to Enterprise Playbook productgrowth.in
eChai Partner Brands The partnership →