# Episode 26, Part 2 - Fullcast & SBR: Win-Loss Truths and Why ICP Discipline Matters

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Podcast: [The Growth Workshop Podcast](https://stenobird.com/podcast/the-growth-workshop-podcast-6714620)
Published: 2026-03-09T23:01:00+00:00
Episode link: https://sbrconsulting.com/
Audio file: https://dts.podtrac.com/redirect.mp3/episodes.captivate.fm/episode/35ff57e8-e5e7-48e5-9b09-95d22c8bde52.mp3
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Duration seconds: 1035

## Resource

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.

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## Transcript

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