Ep 4 — ICP in the AI Era: Precision Over Volume

AI punishes vague targeting and rewards surgical precision. Your ICP is no longer a paragraph in a deck. For most of your career, the instinct in GTM has been to go wide. More territory, more accounts, more TAM. Width felt like ambition. And in a world where outreach was cheap and attention was abundant, it worked often enough. That world is gone. AI has made it trivially easy to reach anyone — which means the signal-to-noise ratio for every buyer has collapsed. The only antidote is precision so sharp it feels personal. This episode rebuilds the ICP from the ground up for the AI era: not as a firmographic profile, but as a living behavioral model built from tech stack signals, hiring patterns, funding trajectory, and buying triggers. The reps who know exactly who they're for — and who they're not for — will outperform everyone else by a distance that compounds.