Just realized our ABM list was aimed at the wrong buyer for 2 quarters

We spent 6 months targeting IT directors with our data platform pitch, sending them case studies and inviting them to webinars. Then a prospect's procurement person casually mentioned the real decision maker was their COO, someone who cared about operational metrics, not technical specs. That one comment made me recheck our closed won deals and over 70% of them had a COO or VP of Operations as the final signer. I reworked our ICP and now we're seeing demo requests from the right people. Has anyone else built a whole campaign around the wrong title and had to untangle it?

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adams.henry14d ago

Its wild how one throwaway comment completely rewired our whole sales motion too.