John Barrows is joined by Dan Sperring, founder of AlignICP, to unpack one of the most overlooked—but critical—elements of GTM success: your Ideal Customer Profile.

Dan has made it his mission to help sales and marketing teams work together to define, refine, and activate a high-impact ICP strategy. The conversation dives into common ICP mistakes (like defaulting to company size or segment), how your ICP evolves year over year, and what characteristics actually matter when targeting the right customers.

John and Dan also break down the data on vertical vs. horizontal selling, discuss sales efficiency, and share real-world tips for aligning GTM teams to hit their number more effectively—with less waste.If you want to stop guessing and start closing with clarity, this episode is a tactical must-listen.

Are you interested in leveling up your sales skills and staying relevant in today’s AI-driven landscape? Visit www.jbarrows.com and let’s Make It Happen together!

Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/

Connect with John on IG: https://www.instagram.com/johnmbarrows/

Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1

Join John's Newsletter: https://www.jbarrows.com/newsletter

Connect with Dan on LinkedIn: https://www.linkedin.com/in/dansperring/ and https://www.linkedin.com/company/86145623/

Check out Dan's Website: www.alignicp.com

Episode 35 Bethmara Kessler