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Encoding Sales Judgment as Data: ICP and Signal Rules You Can Actually Run

This story is from 2026-09-25. It is preserved in the archive; the latest stories are on the live feed.

Every revenue team I've worked with has an ICP document. It lives in Notion or a Google Doc or if someone was ambitious, a Confluence page that's three versions out of date. It says something like: "Mid-market B2B SaaS companies, 50 to 500 employees, growing GTM teams, VP of Sales or CRO as champio…

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  1. 2026-09-25 07:30 · DEV Community — AI
    Encoding Sales Judgment as Data: ICP and Signal Rules You Can Actually Run

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