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Dan is walking through step 3 of building a vertically aligned, integrated go-to-market team. This one's about the contact list: who builds it, who owns it, and why getting CEO alignment on your ICP is what makes the whole thing work.

Dan covers the exact math behind how many contacts each rep needs over a 3-month proving period, why it has to be marketing that picks the list and not sales, and how to run the cross-functional validation meeting that turns a draft list into one your sales team will actually trust and use.

If you've been in a company where marketing built the list and sales ignored it, this is the episode where that problem gets fixed.

00:00 | Recap: where we left off

00:47 | Step 3: Marketing builds the ICP list

01:43 | The contact math: 5 per rep per day

02:43 | Why marketing needs CEO alignment

04:04 | Cross-functional validation

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