Make It Happen Mondays - B2B Sales Talk with John Barrows Dan Sperring: Rethinking ICP to Drive Revenue
Jun 9, 2025
Dan Sperring, founder of AlignICP, discusses the nuances of refining Ideal Customer Profiles (ICPs) crucial for sales success. He emphasizes common mistakes like relying solely on company size and the importance of adapting ICPs over time. The conversation touches on sales efficiency between vertical and horizontal models, and the need for tailored strategies in the tech and SaaS sectors. Sperring also shares insights on the role of personal connections, innovative tactics, and AI tools in enhancing sales engagement, making this a must-listen for sales teams.
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Prioritize Use Cases Over Size
- Ideal Customer Profile identification must prioritize use cases and retention beyond just win rates or deal size.
- Recognize that some use cases yield much higher lifetime value despite slightly lower win rates.
Make Reps Care Deeply
- Require reps to personally connect with their top accounts and explain why they want to work with them.
- Personal connection makes messaging more genuine and increases engagement effectiveness.
Authentic Care Wins Deals
- Dan Sperring shared a story about tailoring an engagement with Schnitzer Steel using personalized research and gifts.
- His authentic care created disruption for competitors and doubled his compensation.
