Helping B2B founders and PMMs go from ‘meh’ messaging to a message-market fit that drives results | Co-host of We're Not Marketers 🎙️
Your unclear ICP is silently killing your sales pipeline Here's how to fix it, fast: If you're not clear on who to target, here's what happens: → You'll waste hours on leads that go nowhere → Your messaging will feel generic and miss the mark → And your pipeline will stall while competitors overtake you In startup world, speed matters, time wasted on bad leads adds up Your competition is moving faster And you’re stuck chasing people who’ll never become customers That’s why you need to clarify your ICP, fast Here’s the process to do it: Step 1: Identify gaps in your ICP ☑️ Look at your current leads. Which ones are stalling or saying no? ☑️ Check for patterns (company size, role, industry) that don't convert ☑️ Run a quick “post-mortem” on lost deals to find poor-fit prospects Step 2: Fix the gaps with the Anti-ICP ☑️ Define the attributes you don’t want ☑️ Look at real examples of unqualified leads—what made them a bad fit? ☑️ Use these "anti" examples to guide your strategy and avoid wasted time Step 3: Clarify your ICP with AI Research ☑️ Turn your ICP and anti-ICP into prompts for AI tools. Let the data tell you where to focus ☑️ Run interviews or surveys. Use AI to spot trends or refine your target audience ☑️ Keep iterating as your ICP evolve with your product and positioning Result? →You’ll stop wasting time on bad leads →You'll focus on the right audience, →And you'll move faster than your competition. You need to take your ICP seriously Because the longer you stay unclear The more you're slowly killing your pipeline P.S. I’m writing a 3-part newsletter thread about this, first one in the comments
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