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Just realized our ABM list was way too broad after one call
I read this post on LinkedIn about how someone trimmed their account list from 400 to 60 and saw better replies. Last week I did a quick win/loss review of our last 20 demos and noticed most came from a tiny cluster of industries we never targeted. We had been casting too wide and the messaging got watered down. Has anyone else tried cutting their ICP down hard and seen response rates jump?
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brooke47512d ago
Cutting from 400 to 60 sounds drastic, but sometimes the data backs it up. Just make sure you're not trimming so hard you ditch accounts that would've closed later.
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the_sandra10d ago
Isnt that the real risk though, cutting too deep on numbers alone? You gotta look at the patterns, like who's been active lately or who just stalled for a month, not just their age. Otherwise you might kill off accounts that were about to come back and spend.
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