Don't get stuck

You don’t have to feel stuck chasing leads that go nowhere

It’s easy to get caught in the cycle of following every inquiry, hoping something will close

But not every lead is the right lead

Chasing the wrong ones doesn’t just waste time - it burns out your team out and makes hitting targets harder when customers realise they weren’t a good fit to begin with

But it doesn’t have to be this way

Imagine this instead:

- Shorter sales cycles
- Higher win rates
- Deeper, longer-term partnerships

That’s the power of a well-defined Ideal Customer Profile (ICP)

It helps you focus your energy on the customers who are technically ready, financially able, and motivated to adopt your solution


How to start defining your ICP (without overcomplicating it):

🔶 Look back at your wins

Go through your last 5–10 successful deals.
Ask yourself:

- What industries were they in?
- What was the company size?
- Who was involved in the decision
- What challenges did you solve?

Patterns will emerge. That’s your base


🔶 Get clear on need

Ask:

- Do they need your solution?
- Do they need support to implement it?
- Are they already trying to solve this problem another way?

You want to identify not just need, but capacity to act.


🔶Disqualify with confidence

If a prospect doesn’t fit your ICP, that’s not a loss - it’s a win

Saying no early frees you up to say yes faster to the right ones

Make it a habit to ask disqualifying questions early in your process.


🔶Share your ICP with marketing

The best sales teams work hand-in-hand with marketing

Once you’ve clarified your ICP, ensure your content, targeting and campaigns speak directly to that audience - their challenges, language, and triggers


🔶 Keep It fluid

Your ICP isn’t set in stone. Revisit it regularly.
Ask:

- Are new industries emerging as stronger fits?
- Are your (intelligent) assumptions about decision-makers still valid?

Sales success doesn’t come from chasing harder — it comes from choosing smarter

Happy your ICP?

Does it help you close faster or filter out poor fits?

(1/15 things our sales process needs now)