Have you built your Ideal Customer Profile (ICP)?

​

 

If it seems "too easy" for you to define your ICP, you are defining your ICP too loosely.  When you tighten in on a specific ideal customer, and define them by more than four factors (such as company size, industry, geography and revenue) then your specificity will help lay the foundation for all that follows in launching a B2B sales process.

 

Companies who don’t have an ICP will sell to too many verticals and market tiers and then set up process that are incompatible

Example: Selling to 2-3 big companies will make you think you need the same contract, legal guidelines, etc for ALL your prospects, but in reality, putting these extra contracts in place for smaller companies will slow sales velocity.

​