In this episode, James Bissell sits down with Simon Edmunds, Senior Manager at BeyondTrust.
Simon and James cover what a genuinely strong ICP looks like and how to build one from your own data, why 85% of BeyondTrust's pipeline is now ICP-qualified and what that's done for win rates and deal velocity, how trigger events and intent signals should drive your outreach, not just company size and sector, the SDR/AE pod structure Simon runs, what the weekly cadence looks like, and why prep is everything, why generating fewer but better-quality opportunities is the right move, and why most teams resist it, and the ICE methodology: intentional, consistent, execute.
If you lead SDRs, manage AEs, or you're trying to fix your pipeline problem without just throwing more activity at it, this is the episode for you.
Hit Your Numbers is brought to you by The Revenue Enabler. Subscribe wherever you get your podcasts.
USEFUL LINKS
All episodes, Hit Your Numbers Podcast: https://www.therevenueenabler.com/podcast
The Revenue Enabler website: https://www.therevenueenabler.com
Connect with Simon Edmunds on LinkedIn: https://www.linkedin.com/in/simon-edmunds/
Connect with James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/
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