Who should actually buy, decided with evidence, not opinion.
Most ICP documents describe who a company wants to sell to. Few are built from evidence of who actually buys, renews and expands. We rebuild the ICP from that evidence, then translate it into an account list sales will trust.
- Ideal customer profiling
- Account qualification
- Buying signals
- Target-account criteria
- Persona mapping
Illustrative example. Every engagement starts with your own reading.
What does an ICP consultant do?
Defines, tests and documents which companies and buyers are genuinely likely to buy, using firmographics, buying signals and deal history, not assumptions.
What ICP and targeting work covers.
- Ideal customer profiling
- Account qualification
- Buying signals
- Target-account criteria
- Persona mapping
Signs your ICP needs work.
Internal disagreement
Sales, marketing and leadership each describe the ideal customer differently.
Good meetings, weak deals
Outbound books conversations, but they rarely convert into qualified opportunities.
No account tiering
Every account is treated the same regardless of fit or buying signal strength.
Often paired with ICP & targeting.
Not sure if ICP is the real constraint?
The GTM Diagnostic tests ICP alongside positioning, targeting and messaging in one session.
ICP consulting FAQ
What does an ICP consultant do?
An ICP consultant defines, tests and documents which companies and buyers are genuinely likely to buy, based on firmographics, buying signals and past deal patterns, rather than which companies simply fit a generic profile.
How is ICP different from a buyer persona?
An ICP describes which companies to target. A buyer persona describes which people within those companies are involved in the decision. A target account list applies both to a specific, named set of accounts.
What if our team already disagrees on our ICP?
That's one of the most common reasons companies bring us in. We use win/loss patterns and account data, not opinion, to settle the disagreement.
Can you help refine an ICP that already exists?
Yes. Most engagements refine and re-prioritize an existing ICP rather than starting from a blank page; the definition is often close but the prioritization is off.