Before Marketing & Sales teams can effectively go to market together, they need to agree on what makes a lead qualified or not. And it all begins with a shared development of TAM, ICP, and Personas. Tune in to learn how to get Marketing & Sales on the same page about audience targeting.
Kevin Tate, Chief Revenue Officer at Clearbit In 25 years of helping companies apply data to improve their business, Kevin Tate’s experience spans industries from eCommerce and Social Media to Workforce Productivity and IoT automation. Today, he leads Clearbit’s go-to-market strategy as Chief Revenue Officer.
Here at Clearbit, we actually *only* focus on the ICP leads that are coming in to our funnel and measure the outcomes around those. It really helps focus the marketing and sales alignment and effort at every step of the buyer journey.
Make ICP not just a lens through which to understand your business but actually change the way your business operates.