How to Land Your First 10 Enterprise Customers

Before I discuss the topic, thank you for subscribing to my newsletter. This is my first edition where I'll focus my thoughts and insights on GTM and Sales strategies for Enterprise sales. The content will be targeted at Startup Founders, Sales Leaders, and Enterprise Sellers going upmarket or scaling your business. Enjoy! Vince

Lesson #1: Highly Focused ICP: Why Nailing Your Ideal Customer Profile is Non-Negotiable for Enterprise Success

When startups target enterprise customers, one of the biggest mistakes I see is trying to sell to everyone. It’s tempting to believe your product can serve a wide range of customers, but enterprise sales demand laser focus. The reality? You don’t need 100 prospects in your pipeline—you need 10 highly qualified ones who fit your Ideal Customer Profile (ICP). FREE ICP Template at the bottom of the article.

Here’s why a focused ICP is a game-changer:

1. You Can’t Be Everything to Everyone

Enterprise sales are resource-heavy. If you’re spreading your efforts across too many industries, customer sizes, or use cases, you’re diluting your value proposition. Your sales reps will struggle to connect, your marketing will miss the mark, and your product roadmap will get pulled in conflicting directions.

Instead, ask yourself: Who benefits most from what we do? Focus on companies where you can deliver the most measurable impact. Not every enterprise is your ideal customer, and that’s okay.

2. ICP Drives Efficiency

A tight ICP doesn’t just clarify who you’re selling to—it sharpens how you sell. Your messaging becomes specific, your outreach more effective, and your sales cycle shorter. Every touchpoint feels more relevant because it’s built around the unique needs of your ICP.

Here’s the kicker: targeting a focused ICP means fewer wasted resources. Your SDRs or Sales Reps spend less time chasing unqualified leads, your marketing team isn’t guessing on messaging, and your product team isn’t scrambling to adapt to non-core requests.

3. Focus Creates Momentum

The enterprise game is all about building credibility. When you consistently win deals with customers that align with your ICP, you create a flywheel effect. Each success story becomes a case study that helps you win your next deal.

It’s easier to build trust when you can say: “We’ve helped companies just like yours achieve X results.” A scattered ICP means scattered results, and that makes it harder to build momentum in the enterprise space.

How to Nail Your ICP

So, how do you create a highly focused ICP? Here’s a simple framework:

(Free Copy of the ICP Template):

1. Analyze Existing Wins: Who are your best customers today? Look for patterns in size, industry, use case, and buying behavior. If you don't have customers today then validate your hypothesis - see #4. 
2. Define the Pain You Solve: Be specific about the problem your product addresses and who feels it most acutely.
3. Clarify Key Stakeholders: Understand who holds the budget, who influences the buying process, and who implements the solutions within your target accounts.
4. Validate Your Hypotheses: Test your ICP by reaching out to similar prospects. If they’re not resonating, you may need to refine them further.
5. Document & Share: Make your ICP a living, breathing document that guides sales, marketing, and product decisions. (Free Copy of the ICP Template):

Narrowing Down Means Scaling Up

Focusing on a specific ICP isn’t about playing small—it’s about scaling smart. By doubling down on the customers you’re built to serve, you’ll not only win more deals but also drive better results for your customers.

Remember, success in enterprise sales isn’t about being everywhere—it’s about being exactly where you’re needed most. Focus on your ICP, and the rest will fall into place.

Now go out there and win.

-Vince Beese

I’m a Fractional CRO for $1M–$10M ARR Tech Startups Scaling Enterprise Sales | 5 Successful Exits & $1B+ in Revenue Growth for Companies Like Meta, CheetahMail, and LivePerson. Let me know if I can help.