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Why Sales-Only ICPs Matter
Sales teams don’t need another dashboard.
A sales-focused ICP helps teams:
- Prioritize the right accounts and segments
- Focus effort where deals actually close
- Improve pipeline quality and win rates
- Align targeting across reps, managers, and leadership
But this only works if the ICP is built on the right data, for the right goals, and deployed in a way sales teams understand and trust.
We Use a Phased Implementation Model to Reduce Risk
Phase 1: ICP Readiness and Feasibility Assessment
The goal is simple:
Determine whether your organization is ready to support effective ICP models for sales, and what it would take to get there.
We evaluate three critical areas:
1. Sales Goals and Workflow
We clarify what success actually means for your sales team:
- New logo acquisition vs. expansion
- SMB, mid-market, or enterprise focus
- Inbound, outbound, or hybrid motion
- Deal size, sales cycle, and buying committee dynamics
2. Revenue and Customer Data
We review the data that would power ICP models, including:
- CRM structure and consistency
- Historical deal and customer outcomes
- Firmographic, technographic, and behavioral data
- Data gaps that could limit model accuracy
3. ICP Use Cases for Sales
We focus exclusively on sales-driven applications such as:
- Account and territory prioritization
- Target account selection
- Pipeline focus – lead generation, prospect grading and deal qualification
- Sales leadership visibility
We do not force ICPs into operational or downstream systems during this phase.
What You Get from Phase 1
Phase 1 ensures you don’t invest in ICP models that look good on paper but fail in practice.
- A clear assessment of ICP feasibility for sales
- An understanding of what data supports ICP modeling — and what doesn’t
- Identified risks, gaps, and dependencies
- A grounded recommendation on whether and how to proceed
Phase 2: ICP Implementation Plan and Statement of Work
What the SOW Includes
The SOW clearly defines:
- Scope of the ICP models being built
- Data sources and modeling approach
- Validation methodology using real sales outcomes
- Timeline, milestones, and delivery phases
- Transparent pricing and total implementation cost
Most importantly, it defines how ICPs will be operationalized for sales, not just created.