Episode
Episode 26, Part 2 - Fullcast & SBR: Win-Loss Truths and Why ICP Discipline Matters
- Podcast
- The Growth Workshop Podcast
- Published
- Mar 9, 2026
- Duration seconds
- 1035
- Processing state
not_requested- Canonical source
- https://sbrconsulting.com/
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Summary
We dive into the heart of revenue performance: why deals truly win or lose. Guy shows how engagement, multithreading, buyer personas, and source data reveal patterns CRM alone can’t. Alan and Dannii translate these insights into practical change: qualification discipline, deal hygiene, better ICP focus, and the behaviours that separate consistently high performers. This is a data‑to‑action masterclass for CROs and RevOps leaders.