The ICP Definition Sheet
A five-page template for writing down who you actually sell to, narrower than feels comfortable. Context, how to use it, a worked example, then a blank sheet designed to be written on.
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The ICP Definition Sheet
What's inside
- Firmographics, the problem, the trigger signals and the buying committee, field by field
- A worked example filled in properly, so you can see the level of specificity required
- Blank pages with room to write, no ruled lines
- Why the version that feels too narrow is usually the correct one
- Works for founder-led sales and for handing an ICP to a rep team
What sellers & sales leaders are saying
"The saying goes that the first task of any new sales leader is to build the playbook. Matt does this for you in this astonishing collection of go-to-market business critical playbook of intelligence, bound up like a single pane of glass that is easy to consume. This is an incredible asset for any sales leader looking to make waves. Highly recommended."
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