Resources

Insights for revenue leaders.

Strategies, frameworks, and intelligence for GTM teams building revenue-validated go-to-market strategies.

Not All Buyer Signals Are Created Equal: What Actually Matters for Defining ICPs

Most ICP frameworks blur three different categories of data — segment attributes, sales qualification criteria, and buying signals. Untangling them is the difference between a real ICP and a wishlist.

AlignICP Team

Apr 20, 20266 min read

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ICPStrategyGTM Alignment

Why Your ICP Is Probably Wrong (And What to Do About It)

Most B2B companies define their ICP from gut feel, inherited assumptions, or a single offsite session. Here's why that approach fails.

Jack Phan

Mar 15, 20266 min read

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PipelineSalesCRO

Pipeline Quality Over Quantity: Why Less Is More in B2B Sales

Adding more accounts to pipeline doesn't fix pipeline problems. Here's why focusing on ICP-aligned accounts produces better outcomes.

Jack Phan

Mar 1, 20265 min read

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Annual PlanningStrategyRevOps

How to Run Annual Planning with Segment Intelligence (Not Slide Decks)

Annual planning is the highest-leverage GTM activity — and it's usually done with last year's assumptions.

Jack Phan

Feb 28, 20268 min read

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