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Building an ideal customer profile your whole team agrees on
Industry, size and title are the start. The best ICPs also describe timing and triggers. Here’s the worksheet we use with customers.
Emma Doyle
·
7 min read
An ideal customer profile is only useful if sales, marketing and leadership actually agree on it. Otherwise every team scores leads differently.
Start with the deals you’ve won
Pull your last 30 closed-won deals and look for patterns in industry, size, role and the trigger that made them buy. Those triggers, like a new funding round or a hiring push, are often more predictive than firmographics.
Write it down and revisit monthly
Keep the profile to one page and review it once a month. Leadpilot’s scoring learns from closed deals too, so your written profile and your scores stay in sync.
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