Target the right accounts

7 conversations to explore

1. Episode 54

   Build Referral Partnerships That Fit Your Ideal Client

   With Dan Lubic, Fractional VP of Sales at Sales Xceleration

   Dan Lubic of Sales Xceleration explains how to find referral partners, lead with value, build a useful meeting cadence, and define an ideal partner profile.

   Topics: Referrals and introductions · ICP · Qualification

2. Episode 51

   Build an ICP Around Buying Triggers and Real Customer Evidence

   With Shirley Hayden, Fractional VP of Sales/CRO at Sales Xceleration

   Shirley Hayden connects buyer personas, triggers, disqualifiers, and documented outreach to an ICP a growing sales team can actually use.

   Topics: ICP · Research · CRM and workflow · Founder-led sales

3. Episode 47

   Combine Buyer Fit and Timing Before Increasing Outreach

   With Joe English, Partner at 360 Consulting

   Joe English connects a clear ICP and value proposition with intent signals, relevant messages, and consistent multichannel activity.

   Topics: ICP · Lead quality · Research · AI in sales

4. Episode 39

   Choose Strategic Accounts You Have a Reason to Win

   With Lowell Price, Chief Sales Officer at Chief Outsiders

   Lowell Price treats each account as a market of one, connecting defensible fit with stakeholder research and persona-specific value.

   Topics: ICP · Research · Messaging · Defined markets

5. Episode 31

   Keep Near-Fit Deals from Pulling You Off Target

   With Glenn Nixon, Founder and Builder at Self-Managing Sales Organizations

   Glenn Nixon explains operational ICP filters, the cost of near-fit deals, and the coaching and CRM discipline that keep targeting aligned.

   Topics: ICP · Qualification · CRM and workflow · Manager visibility

6. Episode 27

   Define Your Market by the Problem You Solve

   With Tom Daly, Sales and Management Consulting at Focus Insights Group

   Tom Daly starts with customer pain and poor-fit exclusions, then tests the message before expanding sequences and automation.

   Topics: ICP · Qualification · Messaging · Defined markets

7. Episode 8

   Find Your Best-Fit Accounts Before Scaling Outbound

   With Cal Thomas, Business Growth Advisor at Tailwind, Inc

   Cal Thomas examines account fit, size, and buying processes so sellers can choose where deliberate outbound effort belongs.

   Topics: ICP · Qualification · Defined markets