Does your company have an ideal client profile (ICP)?
If so, do you use that ICP in your marketing?
An ICP can help you tailor your marketing messaging (and narrow in on which communication channels to use) so your efforts resonate clearly with people and companies your business wants to do work with.
The ICP also helps with creating case studies and white papers your prospects will find interesting and helpful.
An ICP helps increase revenue and shorten sales cycles.