Topic

ICP & Positioning

Who to target, ICP from closed-won data, segmentation, messaging, competitive positioning, win/loss

All articles

2 articles

Bad-fit demos are rarely a closing problem. They come from meeting quotas, open calendars and an unwritten fit rule. Here's how to stop booking…

If win rates, sales cycles or churn differ sharply by segment and you still target them all, your ICP is wrong. Here's how to…