Stop Debating Channels. Fix Your ICP.
Jan 26, 2026Teams spend a lot of time debating channels.
Cold call vs email vs LinkedIn.
Manual vs AI.
Of course this matters.
But often this debate misses a bigger point.
If your ICP is vague, aspirational, or overly broad, no channel performs well. And reps end up deciding who to go after on their own. When I find this, I know it’s time to change the conversation from channels to ICP.
Clear targeting isn’t a growth limiter.
It’s what makes growth repeatable.
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