Does everyone on your revenue team actually agree on who your ideal customer is?
Daniel sits down with Hailey McDonald, the new VP of Revenue Marketing at Sprout Social, on day one of her new role. They get into one of the most expensive mistakes in B2B Marketing: building campaigns before your ICP is truly locked in across every team.
Hailey breaks down why most companies are doing ABM in name only, how to tell within five minutes that a team’s ICP is broken, and why getting Marketing, sales, CS, and rev ops aligned on a single definition is the foundation everything else is built on. She also explains the difference between ICP and total addressable market, and how pipeline hitting while revenue misses is one of the clearest signals something is off with your targeting.
Daniel makes the case that personalization at scale is really just personality at scale, and why the brands that stay consistent with their messaging even under pressure are the ones that win long term.
Plus, Hailey’s marketing hill she would die on: you can’t have demand without brand.
If you’re looking to actually understand and identify who your audience is, this episode is for you.
Wrike brings structure, visibility, and accountability to work, so companies can make better business decisions, improve efficiency, and reduce risk. Learn more at https://wrike.com/tmm
Follow Hailey:
LinkedIn: https://www.linkedin.com/in/haymcdee/
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YouTube: https://www.youtube.com/@themarketingmillennials/featured
Twitter: https://www.twitter.com/Dmurr68
LinkedIn: https://www.linkedin.com/in/daniel-murray-marketing
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Daniel is a Workweek friend, working to produce amazing podcasts. To find out more, visit: http://www.workweek.com