Alert your team when an ideal customer profile (ICP) is active in the dark funnel. Buyers are turning to your broader community for product discovery and evaluation far before you know it. A lot of this activity occurs on “dark social” channels like GitHub, Slack, Discord, Reddit, Stack Overflow, LinkedIn, Twitter, etc. While it’s not as easy to identify intent from your ideal customers as it was ten years ago (for example, buyers no longer need to sign up for a sales discovery call to see how your product works), it’s still very doable. This playbook shows you how.
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