Jonathan Spier on Getting the Ideal Customer Profile (ICP) Right

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When you hit the core with the right content and messaging, that's when you'll see win rates jump, deal sizes go higher and the greatest lifetime value increases from your future and existing customers. But most GTM teams do not have a clear understanding of who their core is and why. 

Most ICPs suck as GTM teams do not dig deep enough so that the ICP is predictive of the accounts that will most likely move forward and deliver the greatest revenue growth. As a result, GTM teams are always guessing who to talk to next.

In this ABM Done Right Podcast episode, Jonathan Spier (CEO of Rev Inc) discusses with Eric Gruber (CEO of Personal ABM) how to get the ICP right.