If your pipeline is full but win rates are flat, it’s often because sales is chasing the wrong buyers with the wrong story, and no amount of “better enablement” fixes a fuzzy ICP. In this session, you’ll learn how to rebuild your ICP and personas into a sales-ready decision system: who to target, who to deprioritize, and what signals qualify a deal fast. Join Vishal as he shows how to turn persona insights into sales-ready assets you can use immediately, including qualification triggers, discovery prompts, and persona-specific talk tracks that sharpen every stage of the deal. Key takeaways - How to define ICPs and personas in a way that clearly signals where sales should focus and why - Practical ways to turn persona insight into sharper discovery, messaging, and deal strategy - Common ICP and persona mistakes that slow deals down and how to correct them - How PMMs can operationalize ICP and personas so they influence every stage of the sales cycle