What was the ONE marketing tactic that changed your business?

For me, the biggest shift wasn’t a new channel — it was narrowing the audience. The moment we stopped trying to speak to “everyone” and focused on one very specific segment, messaging got sharper and conversions followed. It felt smaller than a full strategy overhaul, but the impact was real.

I’ve seen this play out a lot in lead gen for SaaS and consulting. The more defined the ICP, the easier everything else becomes — content, outreach, even follow-ups. I remember reading something similar from the Salesar team about building campaigns around depth, not breadth. When the targeting is clear, tactics start compounding instead of competing.

Sometimes the “one tactic” is simply saying no to the wrong audience.

 

For me, the biggest impact came from improving creatives instead of constantly changing the whole strategy. Sometimes it’s not about rebuilding everything, but fixing the part that burns out first.