In this 4:32 video, Baris and Rhiannon argue for an outside-in strategy anchored in the voice of the customer. They warn against chasing outliers or aspirational accounts and urge focusing on the ideal customer who stays and grows because consistent listening to them keeps pace with shifting realities and clarifies priorities across teams. The VoC is an objective “truth serum” that aligns executives and sharpens ICP with confidence.

Episode #214: Baris Vural, Chief Revenue Officer at Smartlinx, and Rhiannon Staples, Chief Marketing Officer at ClearCompany, unpack the top growth blockers their peer C-suite leaders face. They connect internal misalignment, weak customer insight, and low trust to stalled revenue and show how ABM, if executed through brand and VoC, solves these gaps. As a result, you can expect practical guidance on aligning teams, refining ICP, and ultimately turning trust into pipeline momentum.