What Is a Negative ICP — and Why You Need One?
A negative ICP defines the accounts your outbound team should exclude, even if they look close enough on paper. This post breaks down how to build negative ICP logic from revenue and retention data…
ICP Strategy
Field notes from building outbound systems for B2B teams — infrastructure, research, and the numbers behind both.
- All
- GTM Engineering
- B2B Sales Tools & Stack
- Outbound Systems
- Cold Email Copywriting
- Email Deliverability
- TAM & ICP Strategy
- Case Studies & Results
SAM vs TAM vs SOM: The B2B Market Sizing Framework That Actually Matters
TAM gets all the attention in pitch decks. But for outbound teams, SOM — Serviceable Obtainable Market — is the only number that sets…