Do you suck at selling or is the avatar wrong. Being on holiday in Bali I have had time to wonder. If our pipeline / funnel is not full enough we “sell” to anyone and think we suck. I bet if you had only ICP you would not even think your are “selling” but solving their problem :-) Given that it is unlikely to be 100% happy with the pipeline how can you change your language to accept you are helping those who do not buy understand the problem and what a solution might be.

@John K sorry building profile and authority is an excuse to not sell. You do not need FUD ( Fear, uncertainty and doubt) to engage the right people who currently have the problem you can solve. Getting the repetition in is the only way to overcome inertia. I start our SDRs on 1-10 user businesses until they can talk and answer without feeling nervous. Work out exactly who you can help (what problem you solve for them and why you) and post it here. It will really limit you market size but you will feel natural speaking to them.

@Andy Price here :-). We can catch up I would be interested in testing the UK market. I have seen so many differences between just Australia and Nee Zealand.

1 - Interest is not an issue we are booking events out to April for AI 2 - My focus is on advisory only leading into Cyber Security 3 - We partner with AI firms from education to development