How do you actually build a winning ICP?

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.KEY THEMES- Where are we winning, why are we winning, and how are we winning: the questions that started the rebuild- Analysing over 1,800 closed lost deals from the previous two years using AI and sales ops- Matching the data against Gartner and the Forrester Wave to plot the ideal customer profile- Why taking ICP priority one opportunities to AEs drives more engagement and cleaner deals- How 85% of opportunities now sit inside the ICP across commercial and enterprise- The HR headcount signal that drove 50% win rates and why the classic ICP definition isn't enough- Moving from a list of 500 accounts to the best 50 using ICP and intent signals- Why you have to get the persona and the message right, above the line, on the line, and below the lineMORE ABOUT JAMES- Host: James Bissell, founder of The Revenue Enabler- LinkedIn: https://www.linkedin.com/in/james-bissell1/- Website: https://www.therevenueenabler.comMORE ABOUT SIMON- Guest: Simon Edmunds, Senior Manager at BeyondTrust- LinkedIn: https://www.linkedin.com/in/simon-edmunds/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.