How to conduct, present, and act on ICP research?
Your ICP research is bound to fail if you don’t understand the following:
1. Your market
2. What your prospects need
3. How your prospects prefer to be engaged
To ensure it succeeds, you've to make active listening the foundation of your ICP research, gain macro insights from industry experts to understand your market, apply an 80:20 focus between prospects and existing customers, among other techniques.
That's how you shift from scattergun marketing to targeted engagement.
In this episode of GTM On-The-Go, Sonia Moaiery, Director of Product Marketing at Skilljar and Madhav Bhandari, Head of Marketing at Storylane discuss the nuances of conducting, presenting, and acting on ICP research.
Your ICP research is bound to fail if you don’t understand the following:
1. Your market
2. What your prospects need
3. How your prospects prefer to be engaged
To ensure it succeeds, you've to make active listening the foundation of your ICP research, gain macro insights from industry experts to understand your market, apply an 80:20 focus between prospects and existing customers, among other techniques.
That's how you shift from scattergun marketing to targeted engagement.
In this episode of GTM On-The-Go, Sonia Moaiery, Director of Product Marketing at Skilljar and Madhav Bhandari, Head of Marketing at Storylane discuss the nuances of conducting, presenting, and acting on ICP research.
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He shares with us his insights on one of the most pressing questions every new senior marketing hire at a growth stage SaaS org has had - What should we focus on in the first 90 days? What are some of the best lead-generation activities in 2024? And a lot more!
Your created demands won't convert if you don't do the following:
- Use Qualified Held Meetings as a metric to assess leads beyond just initial interest.
- Use interactive demos to boost your re-engagement efforts.
- Focus on problem-solving, rather than pushing for immediate lead capture.
In our latest GTM On-The-Go episode with Tara Robertson, Head of Demand Generation at Chili Piper, we uncovered a plethora of insights ranging from target audience alignment to conversion optimization through user experience.
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