Outbound Sales - What's Your ICP?

Inbound sales drove like a third of new business, maybe even less. All of our marketing efforts, we just magically got the right customer because we had right messaging and inbound sales was getting more and more of the right customer as we focused narrowly on that ICP. And there's probably around 11 or 12 things that we were missing in the product. We stack ranked them and we're like chipping away at it.

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