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1. ICP Lock
Define the one buyer who closes fastest and pays most. Shrink to this profile. Write the 3 reasons they buy.
Your best 10 past clients. One profile. One message.
The industrial buyer who responded fastest in Q4. That's your ICP.
The inbound lead who closed in under 45 days. Reverse-engineer it.
The portfolio company with the clearest ideal customer. Start there.
The client you renew every year. That's your new-business ICP.
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2. Outbound System
20 personalised outreach contacts per week. 5 follow-ups per week. One channel only — until it works.
LinkedIn: 20 founder-to-founder outreach per week.
LinkedIn + email: 20 industrial decision-makers per week.
LinkedIn + cold email: 20 VP Sales / VP Marketing per week.
Warm intros from your network + 10 direct outbound per week.
LinkedIn: 20 CMO / Marketing Director contacts per week.
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3. Content Engine
2 pieces of content per week. One problem. One proof. Always outcome-first.
Your story + client result. LinkedIn post, 2×/week.
One client case + one market problem. LinkedIn or email newsletter.
One SaaS metric benchmark + one positioning fix. LinkedIn + email.
One portfolio proof point. Used in LP updates and outreach.
One client result + one prospect pain. LinkedIn, 2×/week.
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4. CRM & Pipeline
Every active deal in a list. Stage, value, next action, date. Review every Friday.
CRM or a simple sheet. Every deal has a next action. Every Friday: kill stale deals, move fast ones forward.
CRM or a simple sheet. Every deal has a next action. Every Friday: kill stale deals, move fast ones forward.
CRM or a simple sheet. Every deal has a next action. Every Friday: kill stale deals, move fast ones forward.
CRM or a simple sheet. Every deal has a next action. Every Friday: kill stale deals, move fast ones forward.
CRM or a simple sheet. Every deal has a next action. Every Friday: kill stale deals, move fast ones forward.
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5. Review & Optimise
Monthly: what's converting, what isn't. Kill the bottom 20%. Double the top 20%.
One metric per stage: leads → meetings → proposals → deals. Monthly review. Adjust the weakest link first.
One metric per stage: leads → meetings → proposals → deals. Monthly review. Adjust the weakest link first.
One metric per stage: leads → meetings → proposals → deals. Monthly review. Adjust the weakest link first.
One metric per stage: leads → meetings → proposals → deals. Monthly review. Adjust the weakest link first.
One metric per stage: leads → meetings → proposals → deals. Monthly review. Adjust the weakest link first.