How to Build an Ideal Customer Profile That Sales Actually Uses

Start With Your Best Customers

Pull your ten happiest and most profitable accounts. Look for patterns in industry, size, tech stack and the problem that brought them to you.

Keep It to One Page

An ICP only works if reps can recall it mid-call. Limit it to the traits that change who you contact and what you say to them.

• Who buys, and who signs
• The trigger that starts the search
• The accounts you should walk away from

Test It on the Phones

Ask SDRs which traits actually predict a good conversation. Update the profile whenever their answers change, and retire any trait nobody uses.