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Yann Sarfati
CEO and co-founder of Userled, a company that uses AI to generate account- and industry-specific content for ABM; experienced in building targeted ICP lists, field marketing playbooks, and event-driven enterprise GTM strategies.
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Dec 11, 2025
• 26min
From Shit Deals to a Strong ICP and Small Events That Win (with Yann Sarfati from Userled) | Ep. 234
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Yann Sarfati, CEO and co-founder of Userled, dives into the complexities of account-based marketing (ABM). He reveals how his team spent months crafting a focused list of 1,000 ideal customers, emphasizing that true ICP definition is crucial for sales success. Discussions include using AI-generated content and small, targeted events to drive conversions effectively. Yann advocates for personalized outreach and doing non-scalable activities to win over key accounts and enhance customer renewals. He highlights the importance of selecting the right events and tracking engagement as critical sales signals.
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