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- Misaligned ICP targeting dilute win rates by up to 75%
Misaligned ICP targeting dilute win rates by up to 75%
Amy Osmond Cook
June 16, 2026
Misaligned ICP targeting dilute win rates by up to 75%
In Today's Email:
Fullcast Pay is here!
The 2026 Benchmarks Report
The Top Sales Stories of the Week
Tip of the week
And more!
Fullcast Pay Release
We are excited to announce the expansion of Fullcast Pay, our intelligent commissions command center designed to close the loop between your GTM plan and your payouts.
By integrating your commissions with your existing Fullcast territory and roster data, you ensure that when your strategy changes, your payments follow suit instantly—no manual updates required.
This year’s benchmark is our most comprehensive yet. It’s built with data from $78 billion in pipeline value, 361,000 opportunities, and 2,500 revenue reps.
Click here to get the comprehensive report today!
P.S. we also included LinkedIn-optimized graphics in the same link above, so you can share key findings with your network.
The Top Sales Stories This Week
Most CROs know AI is changing the game. The hard part is figuring out which tools actually move the needle and which just add more noise to your tech stack. Here is the data you need to make the right call.
Not all accounts within your ICP are created equal. Two companies that match your firmographic criteria will have vastly different likelihood to buy based on their current priorities, tech stack maturity, and organizational readiness. Treating them the same dilutes win rates and wastes resources.
The margin for error on productivity is shrinking fast. If your team tracks metrics across disconnected spreadsheets and commission platforms, you are losing revenue in the gaps.
Sales Tip of the Week: Stop tracking activity and start tracking velocity
Everyone loves a busy sales rep. But logging 50 calls a day means nothing if the deals take twice as long to close. According to recent data, lost deals take 2.0x longer to close than won deals.
Instead of asking your managers to inspect call volume, have them look at stage progression velocity. When a deal sits in the proposal stage longer than your historical win benchmark, you have a clear signal to intervene.
Data is the easy part. Turning it into a plan your team actually follows is the hard part. Leading indicators let you fix issues while there is still time on the clock.
Matthew Holman: The One Thing AI Still Can't Do Better Than Humans
In this episode of the Go-To-Market Podcast, Amy Osmond Cook sits down with Matthew Holman, founder of Commerce Catalyst, to discuss how community, collaboration, and human expertise are becoming even more valuable as AI reshapes the business landscape.
Matthew shares his entrepreneurial journey from marketing director to startup operator and community builder, revealing how a small meetup for ecommerce professionals evolved into one of Utah's most active commerce communities.
Today, Commerce Catalyst connects ecommerce leaders through events, networking groups, newsletters, Slack communities, conferences, and peer-to-peer learning experiences.
During this discussion, Matthew explains why ecommerce may be more resilient to disruption than many industries, how brands can use AI without sacrificing authenticity, and why human judgment remains the ultimate competitive advantage.
Amy and Matthew also explore emerging AI-powered networking tools, the future of professional communities, and why the best business insights still come from conversations with peers who have faced the same challenges.
The Sales Strategy Map
The industry’s top summits for optimizing territory planning, sharpening forecasting, and hitting targets.
Sales Enablement Festival - Join an interactive, hands-on day where you don’t just hear ideas, you build and test them alongside the leaders shaping modern GTM.
Date: July 8, 2026
Location: New York City
Chief Revenue Officer Summit (Austin) - Join Austin’s most exclusive gathering of revenue leaders, sharing hard-won lessons, bold strategies, and AI-powered tactics that actually drive revenue.
Date: June 25, 2026
Location: Austin, TX
Revenue Acceleration Summit - A virtual event that will empower sales and revenue leaders to drive sustainable growth by aligning people, processes, and cutting-edge technologies.
Date: June 24-25, 2026
Location: Virtual
Did you hear? Fullcast published a book!
The RevOps Advantage reveals how the best revenue teams operate like world-class pit crews—driving alignment, executing seamless handoffs, and making every move data-driven.
Co-authors Ryan Westwood, Dr. Amy Osmond Cook, and Bala Balabaskaran break down why nearly half of RevOps leaders are investing in AI for sharper insights, and how you can use automation to deliver the accelerated growth your board needs.
 | Amy Osmond Cook, PhD Cofounder and CMO at Fullcast
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