{"version":"1.0","type":"rich","provider_name":"Acast","provider_url":"https://acast.com","height":250,"width":700,"html":"<iframe src=\"https://embed.acast.com/$/68655030d9fe141218a71c28/6a5e63d4e3a16a6488d5c45d?\" frameBorder=\"0\" width=\"700\" height=\"250\"></iframe>","title":"How do you actually build a winning ICP?","thumbnail_width":200,"thumbnail_height":200,"thumbnail_url":"https://open-images.acast.com/shows/68655030d9fe141218a71c28/1784570015496-97302491-321e-4eed-bb3d-c4b66636be82.jpeg?height=200","description":"<p>Most teams define their ICP as a size, a sector, and a location, then wonder why the pipeline is thin. In this clip from the Hit Your Numbers episode \"Drive More Pipeline With SDR And AE Pods\", James Bissell and Simon Edmunds break down what a genuinely strong ICP looks like, how BeyondTrust rebuilt theirs by analysing over 1,800 closed lost deals with AI, and why getting the account right is only half the job.</p><p><br></p><p>KEY THEMES</p><p><br></p><p>- Where are we winning, why are we winning, and how are we winning: the questions that started the rebuild</p><p>- Analysing over 1,800 closed lost deals from the previous two years using AI and sales ops</p><p>- Matching the data against Gartner and the Forrester Wave to plot the ideal customer profile</p><p>- Why taking ICP priority one opportunities to AEs drives more engagement and cleaner deals</p><p>- How 85% of opportunities now sit inside the ICP across commercial and enterprise</p><p>- The HR headcount signal that drove 50% win rates and why the classic ICP definition isn't enough</p><p>- Moving from a list of 500 accounts to the best 50 using ICP and intent signals</p><p>- Why you have to get the persona and the message right, above the line, on the line, and below the line</p><p><br></p><p>MORE ABOUT JAMES</p><p><br></p><p>- Host: James Bissell, founder of The Revenue Enabler</p><p>- LinkedIn: https://www.linkedin.com/in/james-bissell1/</p><p>- Website: https://www.therevenueenabler.com</p><p><br></p><p>MORE ABOUT SIMON</p><p><br></p><p>- Guest: Simon Edmunds, Senior Manager at BeyondTrust</p><p>- LinkedIn: https://www.linkedin.com/in/simon-edmunds/</p>","author_name":"James Bissell"}