How can an ICP (Ideal Customer Persona) help your sales Model and Plan?
Having a clearly defined ICP can benefit your company in many ways.
- For starters, when you have a clearly defined target customer it makes developing a customer acquisition strategy easier.
- Sales and marketing teams can unite to create a strategic acquisition plan.
- Another benefit of having an ICP guide your sales efforts is that your sales team won’t waste time on unqualified prospects.
- When sales reps focus on prospects who match the ICP, the sales pipeline will become smaller but conversions will increase.
- Simply put: when you target only the best customers, you close more deals.
- Not to mention using an ICP can also help reduce churn.
- When you attract the right type of customer in the first place, they’re more likely to stick around after the sale.
- Also, your product development team can keep the ICP in mind when discussing additional features or other add-ons.
- Customer acquisition, product development, and customer retention are all areas an ICP can help you improve.
So where does ICP fit in your TAM? Well, it’s the small dot you can barely see inside your Target Market:
