ICPs, keeping you on target

Blog > ICP Training for New Sellers

Introduction

Job seekers: are you staying true to your target? 🎯 Marketing’s goal is to attract and educate ideal prospects.

An ideal prospect is realized through the creation of an Ideal Customer Profile (ICP), which should be developed in partnership with Marketing and Sales.

It’s completed through a thorough and collaborative analysis process (i.e. deep data-dive into who is buying, market fit understanding, customer interviews, business outcome and goal alignment, etc.)

The ideal customer profile (ICP) then includes specific attributes of your ideal customer that makes them a good fit for the solution, like company size, industry, technical sophistication, etc.

The ICP drives the design of your buyer personas and then the overall messaging.
It also helps direct who is not a good fit for your solution… (sometimes the more important data point…)

Job seekers that leverage an ICP - Ideal Company Profile - accelerate the hunt process because it creates a more efficient and focused search.

More importantly, the ideal company profile (ICP) helps define what’s not a good fit.

Ideal company profiles (ICP) help job seekers empathize with the company - know their needs, wants, motivations, and blindspots – which creates great opportunities for how they can position themselves and drive value for that hiring manager.

Once you can think like your ideal company, you can tailer or efforts to those needs to become a standout candidate and draw roles to you.

Photo by Kelly Sikkema on Unsplash.

Ideal Company Profile sample

Below is a sample ideal company profile (ICP) for a sales enablement or revenue enablement job seeker. Notice that the attributes are specific and clear.

Oh, and did I mention that this is my personal ICP. 👀

My ideal company profile for my next opportunity in sales or revenue enablement has these attributes.

In the end, for me as a job seeker that's #openToWork, I found this exercise very helpful in knowing where to focus my efforts. The job hunt can be overwhelming, so this helped me remain on target.

Enablement tip

Continue your own learning about crafting ideal customer profiles (ICP) with these resources:

Course: HubSpot Academy course - Using Buyer Personas in Sales
Article: "10 Creative Company Profile Examples to Inspire You" from HubSpot
Article: The Framework for Ideal Customer Profile Development from Gartner

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