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32. Narrow Down Your ICP
Practical Prospecting
How to Narrow Your ICP
Suj Sethi: When I first started prospecting as an SDR, my ICP was super generic. It's about finding those pockets where people aren't aware of the market but they still have a problem and then being the first to get to them. He says there are several questions that you can start asking yourself to help narrow your ICP. Sethi: One thing we try to do is find companies that most value deliverability and target them because we know that's our biggest competitive differentiator.
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