In this episode, Thibaut outlines a three-step approach to building an effective lead list for 2024. He introduces the concept of the Ideal Customer Profile (ICP) Matrix and provides practical advice on identifying ideal customer companies and titles, as well as how to segment and enrich these profiles for successful prospecting.

Main Topics Covered

• Utilizing the ICP Matrix to define ideal customer companies and titles
• Step-by-step guidance on segmenting customer profiles based on firmographic criteria
• Strategies for identifying different types of buyers: Above the Line (ATL), Below the Line (BTL), and Influencers
• Tips for building and enriching a segmented lead list using tools like amplemarket
• An invitation to participate in a giveaway for a free one-year access to amplemarket's search feature

Important Links

• Sign up for the Tactical Selling Newsletter to access detailed ICP Matrix examples and additional resources: Tactical Selling Newsletter