Track pipeline, win rate, retention, sales cycle length, and referral rate broken out by ICP tier. ICP marketing is working when Tier 1 and Tier 2 accounts increasingly account for a larger share of pipeline, faster wins, stronger retention, and more referrals over time.
How do you measure whether ICP marketing is working?
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About the Author: Jacob Camhi
Jacob Camhi is Vice President of Growth at Vx Group, where he works with lower-middle-market B2B companies on relationship-driven growth strategies.