Data Science & Analytics
Sales ICP Definition
Defines the company's ideal customer profile (ICP) at sales-leadership altitude - the firmographic, technographic, behavioral and intent criteria, a weighted scoring rubric with explicit disqualifiers, and the refresh cadence that targeting keys off. Works from closed-won/lost deal data, or from founder-led discovery when deal data is thin. Covers B2B account ICPs and the equivalent B2C demographic/psychographic profile. Use whenever the user mentions the ideal or target customer, buyer profile, "who should we sell to", or targeting that is too broad, even without the letters ICP. Do NOT use for TAM/SAM/SOM sizing (mbfinotti/sales-skills@sales-market-sizing) or account fit scoring (mbfinotti/sales-skills@sales-account-segmentation).
- Publisher / source
- mbfinotti/sales-skills (found on skills.sh)
- Upstream record
- mbfinotti/sales-skills
- Version
- Version 2
- Published
- Publication review
- Approved for publication
- Content fingerprint
3b2f02f635877247e587cf960f6d92b0df00a183dbef48f999727bf5bf8764cf