Analyze Your Best Customers

Start by looking at your top-performing clients—the ones that generate the most revenue, stay with you the longest,
and benefit the most from your solution. Identify common patterns and traits they share.

What is an Ideal Customer Profile (ICP)?

Your Ideal Customer Profile (ICP) is a detailed description of the company or individual that benefits most from your product or service.
Unlike buyer personas, which focus on individual decision-makers, an ICP outlines the characteristics of businesses that are the best fit for what you offer.
This helps sales and marketing teams focus their efforts on high-value prospects, reducing wasted time and improving ROI.

Conduct Market Research

Use data-driven insights to understand your market better. Leverage tools like LinkedIn Sales Navigator, Google Analytics,
and CRM data to analyze industry trends, company size distributions, and customer behaviors.

Gather Insights from Sales & Customer Support Teams

Your sales and support teams interact with prospects and customers daily. Ask them:

• What objections do prospects raise?
• What features or benefits do customers value most?
• What industries or company sizes have the best conversion rates?

Test & Refine Your ICP

Your ICP isn’t static—it evolves as your business grows. Continuously test, analyze, and refine your targeting
strategy based on conversion data and market changes.