ICP and targeting

Decide Who to Reach Before You Write a Word.

Guides to defining your ideal customer, finding the right companies and the decision-makers inside them, and grouping your market into cohorts that share a problem.

ICP and targeting · 10 min readHow to Build an Ideal Customer Profile for B2B OutboundAn ICP is only useful if someone else could apply it and get the same list. Here's how to build one from your won deals, lost deals and churn, plus a one-page template.

ICP and targeting · 9 min readHow to Find the Right Decision-Makers at Target AccountsSearching for 'VP Sales' and exporting the results misses many of the right people and catches plenty of the wrong ones. Here's a method that starts from the problem and ends with a verified list.

ICP and targeting · 9 min readHow to Segment Target Accounts Into Outbound CohortsOne big list averages your best segment away. Here's how to split target accounts into cohorts that share a problem, how many to start with, and what message each one needs.

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Ideal customer profile

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Who makes the buying decision?

Job titles

VP Finance ×Controller ×Director of Accounting ×CFO ×

Company size

1–5051–200201–500501–1K1K+

Regions

United StatesCanadaUnited KingdomIreland

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