Why ICP Development Matters

Your Ideal Customer Profile (ICP) is the foundation of successful outbound sales. A well-defined ICP:

• Increases response rates by 3-4x
• Reduces sales cycle length by 50%
• Improves close rates by 2-3x
• Minimizes churn and improves customer lifetime value

ICP Development Worksheet

Step 1: Analyze Your Best Customers

Complete this analysis for your top 5-10 most successful customers:

Company Characteristics

• [ ] Industry/Vertical: _____________
• [ ] Annual Revenue: _____________
• [ ] Employee Count: _____________
• [ ] Geographic Location: _____________
• [ ] Technology Stack: _____________
• [ ] Growth Stage: _____________
• [ ] Organizational Structure: _____________

Purchase Process

• [ ] Average Deal Size: _____________
• [ ] Sales Cycle Length: _____________