Klemen Hrovat

Is Your ICP Ready for 2025? Most companies waste Q1 targeting the wrong accounts. Run this quick audit to see if your ICP needs work: 1️⃣ Your "ideal" accounts seem interested but never buy → High engagement, no deals. 2️⃣ Your ICP is too broad → “Healthcare companies” or “any SaaS business” isn’t focused enough to guide your team. 3️⃣ Your 2024 wins don’t align with your ICP → If your best accounts don’t fit your target, your ICP is off track. 4️⃣ You’re using the same ICP across regions → Buyer needs and behaviors vary—your approach should too. 5️⃣ Your ICP ignores timing signals → You’re missing key moments like leadership changes or funding announcements that drive readiness. 6️⃣ Your team struggles to predict pipeline performance → Forecasting feels inconsistent or unreliable. 7️⃣ Your ICP prioritizes company size over challenges → Targeting "big companies" misses accounts with real, solvable problems. 8️⃣ You’re targeting too many segments → Spreading efforts across multiple niches is diluting results. 9️⃣ Your ICP doesn’t show what makes you different → You’re blending in with competitors instead of standing out. 🔟 Your ICP is based on ambition, not reality → You’re chasing accounts you want instead of those who need you. If you hit more than 3 of these, it’s time to rethink your ICP and set yourself up for success in 2025.

123

2 Comments

🧠 Sridhar Ranganathan To push this strategy to its limits, we could refine our ICP to target a few named accounts with a laser-focused GTM strategy. This method is effective for large or small-sized opportunities in the initial phases. Early on, having the right customers is crucial for long-term success, so this focused approach is key. Later, startups can broaden their scope to include a wider range of opportunities. At Vegam, we had a maximum of 4-5 named accounts as ICP during our early years. We chose not to have any form of marketing or outreach for a long time to avoid distractions. We wanted to say no to everything that wasn't part of our named targets. We wanted to do everything in our capacity to win the names ones! We called it hunt strategy and not trap :)

7

1 Comment

Boost Your Sales with SDRs: The Secret Weapon for Your Sales Team Sales Development Representatives (SDRs) are more than just a support role—they’re a driving force behind successful sales teams. By handling the critical tasks of prospecting and lead qualification, SDRs free up your sales reps to focus on closing deals. Here's how SDRs can help your sales team thrive: 1. Supercharge Your Pipeline SDRs specialize in identifying high-quality leads and nurturing them until they’re ready for your sales team. This targeted approach ensures your reps spend their time on prospects with the highest potential. 2. Reduce Sales Cycles With SDRs qualifying leads upfront, sales reps can jump into conversations already primed for closing. This streamlines the sales process, saving time and boosting efficiency. 3. Increase Conversion Rates SDRs build strong relationships with prospects, addressing their pain points and aligning your offerings with their needs. This tailored approach improves the likelihood of closing deals. 4. Focused Expertise By dividing responsibilities, SDRs become experts in outreach and initial conversations, while sales reps excel in negotiations and deal closures. It’s a win-win! 5. Scalability and Growth SDRs help you scale your outreach efforts, giving your team the bandwidth to enter new markets and tackle more opportunities without overloading your sales reps. 6. Real-Time Insights SDRs gather valuable data about your prospects, including their challenges, goals, and objections. This feedback can refine your sales strategy and make your team more effective. The Bottom Line An effective SDR team doesn’t just support your sales team—it transforms it. Whether you're looking to increase revenue, streamline processes, or improve customer relationships, SDRs can be the game-changer your business needs. 🚀 Ready to build a powerhouse sales team? Let us help you integrate SDRs into your strategy and watch your sales soar! #LeadGeneration #SDR #SalesGrowth #BusinessDevelopment

3

2 Comments

To [HCP_NAME], are you still with [COMPANY_NAME]? Ouch. That cold email stings, doesn't it? Here’s why: Scenario: You know personalization is the king. Problem: You're sending the same content to every HCP. Result: [Insert sound of marketing awards being revoked] We used to think mail merge was cutting-edge. Now we're doing personalization so well, that it's almost creepy (in a good way). But here's the paradox: The more we try to personalize, the more impersonal we can become. Remember when "Dear Doctor" felt special? Now it's the digital equivalent of junk mail. Curious how we went from "Dear Doctor" to "Hey Sarah, about that patient case you mentioned..."? It's not magic. It's the method. Here's the key to personalization: 1. Listen more than you talk. Social listening tools are your allies. 2. Use AI, but don't let it use you. It's a tool, not a replacement for human insight. 3. Create content ecosystems, not just pieces. Everything should connect. 4. Personalize the journey, not just the destination. Every touchpoint matters. 5. Test, learn, iterate. Personalization is a process, not a destination. True personalization isn't about knowing their name. It's about understanding their needs. That's how you turn spray-and-pray into a precision strike. That's how you break the personalization paradox. What's your biggest personalization challenge? Comment below, let’s learn from each other.

3

2 Comments

Everything I learned in 8 years building Chili Piper in one post Strategy - can succeed if:   -Your buyers alternatives and your competitors are easy to fend  -You have moat against new entrants  -Buyers have power to buy -You become more efficient as you scale  - Constantly innovate (highly dependent on culture )  - Network effects are important. If not in the product: building partnerships Product  - Solve someone’s problem, don’t project your ideas - Iterate . Your first version always sucks. Never stop iterating ICP - you have to be very intentional about who you serve  - The more specific you are the greater chances of success (obviously this has to come with a huge TAM if you dream of a public company ) Marketing  - Brand is essential - Brand is highly dependent on culture Distribution channel  - meet your segment where they are efficiently. don't boil the ocean Sales  - sales works with a strong brand but only if you are truly focused on helping your buyers . Not helping some get discounts and others not. Not creating friction with bloated discovery calls Financials  - Ebidta for the win Board  - your worst inner critic is your worst enemy. Learn compassion towards yourself. When you take criticism with curiosity you win - Surround yourself with cheerleaders. You will need them People  - C levels are overrated. Perfect humans don’t exist. No CEO can see /do everything. Wish we’d be put less on pedestals. Most we can do is assemble the team and serve as guides. Might call myself GEO  - Managers that win are those that understand how to serve others and roll their sleeves to help - Problems arise from conflict. Teach people to learn to solve conflict  People say the worst things in anger. Teach people to express anger without creating damage  - Help your people grow. They grow most when they learn most  - Empathy is critical. A lot of tactics can be learned. Genuine care for others a lot harder to teach  - We are only as good as our constraints we were given as children. Most of us don’t see our constraints. Work with coaches , a network of peers to see things you don’t see to grow as a human  - Help your people work on things they are passionate about. Magic happens when they do - Celebrate your people often . They often feel under-appreciated  - Create systems where all decision making is transparent and everyone can contribute  - Let people work from wherever they want. Don’t monitor them.  - How your people show up is your brand Joy  - Maximize joy at work. Life is short 

180

44 Comments

MEDDIC and MEDDPIC are B2B sales qualification frameworks used by top sales teams to qualify, develop, and close opportunities. However, implementing them in a CRM manually can be a time-consuming process for sales reps. ✨ Here's how AI can help automate it ✨ 1️⃣ Data gathering and analysis: automatically gather and analyze data from various sources, such as emails, call logs, and social media, to provide insights relevant to the MEDDIC or MEDDPIC process. 2️⃣ Predictive analytics: use historical data to make predictions about future outcomes. 3️⃣ Automation of routine tasks: such as data entry, updating CRM records, and scheduling follow-up activities. 4️⃣ Enhanced reporting: generate detailed reports based on the MEDDIC or MEDDPIC data, providing sales teams with valuable insights into their sales process. ⭐️ Momentum uses AI to automate the MEDDIC or MEDDPIC process in your CRM. It captures insights discussed during sales calls, turns them into structured data, and instantly syncs it back to your CRM. Momentum’s MEDDIC and MEDDPIC automation saves time for sales reps, enhancing their productivity, but more importantly, it ensures you’re no longer missing important data points and chasing reps to fill it out.

19

1 Comment

The wisdom from direct customer talks is crucial for growth.

1

2 Comments

🌟 Big News! 🌟 Shivam has just launched UncoverB2B! 🎉 Uncover B2B helps companies get high-intent leads through a network of referral partners helping them book more meetings bypassing the need for exhaustive account research and time-consuming lead-generation processes Visit https://uncoverb2b.com/ to learn more. #Entrepreneurship #B2BSales #UncoverB2B

6

Every outbound team is searching for signals. Be careful not to poison your pipeline. Signals without a clear ICP will have reps chasing anything that moves. See the image? In an ideal world, reps spend 100% of their time in the top right quadrant. Signals feel like The Way to do this. But if your ICP isn’t well defined, rep activity will end up distributed randomly on this chart. The internet’s a weird place—way more noise than signal. The majority of “signals” (website visitors, search intent, job changes) will either be spurious or from a poor fit account. Spurious signals mean nobody’s actually in-market so they’re somewhere on the left side. A real signal, of course, puts them on the right. Without a crisp ICP, there’s no filter keeping reps focused on the top part of the chart. They’re just as likely to chase a signal from an account that’s not a fit as one that is. Put those two things together and you’ve got random, reactive behavior. You might get meetings, but you won’t get consistent wins. It’s poisoned pipeline. This is where a clear ICP combined with dynamic books shines. Poor fit accounts with signals never get assigned in the first place. High fit accounts showing signals get immediately assigned to reps with capacity. Not enough high-fit signals to go around? Reps still shoot their shot with high-fit accounts because that's what's in their book to start with. However you do it, fit comes first. Craft the ICP and then layer on signals. Otherwise, it’s just more noise.

24

What are Revenue Operations? Sales Operations? Marketing Operations? Should you care? As buying journeys and B2B Sales and Marketing get more complex, there are new tasks to be done and competencies that are necessary for success. #RevOps covers some of those - regardless of the term you use. Cece Kintner combines industrial, capital equipment, events and technology industry experience into a set of perspectives that will help industrial manufacturers understand what they need to know and do to evolve their org chart and functions. Stay tuned for this episode of the Industrial Growth Institute Podcast coming on Wednesday, July 31st. #IndustrialMarketing #ManufacturingMarketing #IndustrialSales #RevenueOperations #SalesOperations #MarketingOperations #EventMarketing

2

Easy sales. Also thinking of using a sales (SDR) bot using A.I. to be more efficient? Think twice. Convertion rates are not increasing. So should you focus more on converting deals or on automating scripts when revenues are under pressure? 👇 People don't change their lives when they get an email or get a call from a computer. What do you do when you want to buy something? We talk to people who we... ➡ know ➡ like ➡ trust And that is not a computer voice nor a cold call or email from your team. Sales is about trust and building connecting to help companies and people move from A to C, while you are their guide. But this requires effort and investment. There is no easy sales. Sales is hard work and experts can help to move the needle. Want to beat the competition and overachieve? Be different, act smarter, reach out to us. More info: https://bridgeflow.nl/ #salesexcellence #closedeals #ABC #salesautomation

3

1 Comment

No one taught you solid GTM fundamentals It's no wonder your pipeline looks so sad right now Everyone defaults to more volume of leads. The math totally makes sense. But .... Have you revisited your segmentation and messaging? Defining your market segments can't be an afterthought. It's the most mission-critical task for revenue. Companies look generic in the market, because they're thinking generic. Here’s how to do it right: 1) Define Clear Objectives: - Why are you segmenting the market? - New logos? - Marketing efficiency? - New product launch? 2) Use Multiple Segmentation Criteria: - Demographic - Psychographic - Geographic - Behavioral - Firmographic This is a true complete picture. 3) Conduct Thorough Research to Understand: - Characteristics - Preferences - Behaviors Short on time? Use Perplexity. (seriously, 75 minutes yesterday I blew the doors off a business model) 4) Ensure Segments are Measurable and Profitable: - You can only do this when you have segments ;) 5) Test and Iterate: - Experiment on your segments and follow data. - Then, adapt or double down. Avoid these mistakes: 1) Overly Generic Segmentation: - You can't describe a segment in less than 10 words. - That's not granular enough if you can. 2) Ignoring Data and Insights: - Very few companies use data correctly. - Go take a class or hire someone to help. 3) Lack of Alignment with Business Goals: - Is this aligned with your GTM motion? - Retention is different from new logos. 4) Neglecting to Reassess Segments: - The market changes faster than ever. - This is not a set-it-and-forget-it exercise. If you really understand your market, your messaging becomes easy breezy. When your messaging is easy breezy, it's easier to buy from you. Is 75 minutes spent worth a healthier pipeline?

5

"Our sales cycle is so long, any tips on shortening it?" I get this all the time. This is how: - provide social proof - qualify leads objectively - address objections early - automate repetitive tasks - optimize YOUR sales process - personalize THEIR buying experience When you implement these strategies, your sales cycle will shorten without losing quality. After a while: - you will see higher conversion rates - you will increase your revenue - you will close deals faster It's not supposed to happen overnight. Keep going - it will be worth it.

15