Workbook · 16 pages · Free
The ICP & Targeting Workbook
Build the target list your outbound deserves.
A step-by-step workbook to define your ideal customer profile, prioritise target accounts, and brief a research team, so every campaign starts with the right list.
- Reverse-engineer your best customers into an ICP.
- Firmographic, technographic, and trigger-based filters.
- How to prioritise tier-1, tier-2, and tier-3 accounts.
- A brief template for clean, verified list-building.
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FAQ
About this workbook
- What is an ICP and why does it matter?
- An ideal customer profile (ICP) defines the type of company most likely to buy from you, stay, and grow. A sharp ICP makes every lead generation campaign more targeted, lowers cost per meeting, and improves conversion at every stage of the funnel.
- What does the ICP workbook include?
- Step-by-step worksheets to reverse-engineer your best customers into a tight ICP, firmographic and technographic filters, a framework to prioritise tier-1, tier-2, and tier-3 accounts, and a brief template for clean list-building.
- Who should use this workbook?
- Sales and marketing leaders at B2B technology companies who are about to run an outbound or ABM program and want to make sure they are starting with the right target list.