Will Barron
Mar 10, 2023
Will Barron Mar 10, 2023

Hi Team!

I’ve been doing some account management (we covered this on a recent call) with the goal being 2+ new key accounts closed in 2023.

With regards to multi-threading my cadence within an account, how do I know who my minor ICP’s are?

I know my major ICP’s as I’ve been prospecting them for years. So who do I look to contact to get more reach in the accounts?

As you already have a bunch of key accounts John, I’d just ask your major ICPs their opinion.

Typically your minor ICPs are the end users of the service or your champions within the account. They’re the people that if you have them on board can put in a good word for you but probably can’t get the deal done alone.