If you don’t clearly define your industry and customer base, you’re guessing. And guessing in sales is expensive. Most businesses rely on vague personas, gut instinct, or whoever happens to respond to marketing. The result? Bloated pipelines, inconsistent close rates, and teams chasing accounts that were never a fit. That’s where a structured Ideal Customer Profile (ICP) approach changes everything. The Real Problem: Everyone “Looks” Like a Prospect There are dozens of ways
