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Content provided by Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
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Jonathan Spier on Getting the Ideal Customer Profile (ICP) Right
Manage episode 444026471 series 2828523
Content provided by Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
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.
95 episodes
Share
Manage episode 444026471 series 2828523
Content provided by Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
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.
95 episodes
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Similar to ABM Done Right - A Personal ABM Podcast
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