Prospecting
Ideal customer profile
Define the companies most likely to buy, succeed and stay, and prospect them first.
Why it matters
An ICP describes the type of company that gets the most value from you (industry, size, stack, triggers). It tells you where to spend prospecting time.
How to apply it
- Study your best current customers
- List firmographics and buying triggers
- Score accounts against the ICP
Common mistakes
- Prospecting everyone
- ICP based on wishes, not data
Quick answers
What is Ideal customer profile?
Define the companies most likely to buy, succeed and stay, and prospect them first. An ICP describes the type of company that gets the most value from you (industry, size, stack, triggers). It tells you where to spend prospecting time.
How do I apply Ideal customer profile in sales?
Study your best current customers. List firmographics and buying triggers. Score accounts against the ICP.
What are common mistakes with Ideal customer profile?
Prospecting everyone. ICP based on wishes, not data.