Subject: Your ICP is killing your AI GTM strategy
Preview: Stop trying to slice databases. Start discovering data patterns that actually drive buying behavior.
I had two customer conversations this week that made me realize something.
People are still clinging to the old ICP model, and it's destroying their ability to use AI effectively.
Here's what happened. Both prospects said the same thing: "Jordan, you'll analyze our CRM and tell us which plays to run for which prospects, right?"
I had to tell them no. I literally don't know how to do that.
Here's the problem with the traditional approach. People don't exist in neat database categories waiting to be sliced by revenue and industry. Even if you know someone works at a $50M manufacturing company, that tells you nothing about their actual situation.
Think about it.
Do you think someone wakes up in the morning after they hired their 1001 employee and their situation drastically changes?
No, that’s absurd.
So why are you targeting 50-1,000 employees?
And what would you say to them anyway?
Two people in the exact same role, same industry, same company size. One is dealing with a regulatory compliance crisis. The other just got budget approved for a major expansion. Completely different situations. Completely different messages needed.
You can't solve this by updating your ICP, you need better segmentation based on pain.
You need a fundamentally different approach.
Here's what works.
Get four people in a room.