Your ICP Isn't

ICPs are traditionally defined by age, sex, title, etc. and often they are window dressing that don't produce results.

People don't buy your B2B solution because they are a title of a certain gender, age or industry.

They buy your B2B solution because they have a problem and they believe you're the best option to solve it.

Today you can solve this problem.

Step 1 - Take your current ICP information and validate you have an ICP for every member of the buying team.

Step 2 - Answer the question, "Why does our solution matter to <ICP>?" Not what it is. Not what it does. Why does it matter? What's the commercial reason? What's the business problem it solves? What are the personal and professional problems it solves for your ICP?o

People have jobs that pay their bills and fund their hopes, dreams and survival.

Give them enough signal and evidence so they can connect the dots between choosing your solution and them keeping their job or getting a better one so they can keep funding their hopes, dreams and survival.