Article

How to Create an Ideal Customer Profile for B2B Leads (ICP Guide)

Close Free Beginner

Close built its whole early sales motion around a narrow ICP, and this guide gives you the actual firmographic fields (company size, industry, funding stage, location) to fill in rather than leaving it abstract. It is written from a sales-first perspective, which is useful since ICP work often lives with whoever is doing outbound, not just marketing. Good template to steal directly.

  • Start your ICP by studying what your best current customers have in common.
  • Firmographic data (size, industry, funding, location) is what makes an ICP usable by a sales team.
  • Define who you will turn away as clearly as who you will pursue.
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The question it answers

  1. What's the difference between an ICP, a buyer persona, and a target market?

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