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E76: GTM Efficiency and the need for a “Chief Go-To-Market Officer”
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Focus on Your Ideal Customer Profile for Success
Improving a commercial model's win rate often hinges on narrowing the focus on the Ideal Customer Profile (ICP). By doing so, teams can enhance their effectiveness, yet this approach typically leads to a reduction in lead flow. Conversely, efforts to increase lead flow can result in a lower win rate. Real progress is often far from incremental, requiring strategic focus and understanding that simply enhancing sales skills alone won't yield significant change.
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