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Insights on GTM strategy, revenue operations, and building repeatable systems
Topic:
Your Pipeline Isn't the Problem. Your ICP Is.
February 1, 2026
Most founders think they have a closing problem. After working with dozens of growth-stage companies, the issue is almost always the funnel you're filling the pipeline with — and the fix is ruthless qualification.
ICPPipelineQualificationGTM Strategy
The 6-Part ICP That Actually Qualifies Deals
February 15, 2026
A real ICP is a qualification system — specific enough that any rep can run a lead through six criteria and know within 10 minutes whether the prospect deserves their time. Here's how to build one.
ICPQualificationGTM StrategyBuying behavior