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CMO copilot — v1.1

B2B Sales: Moving From "No" to "Yes" with Ideal Customer Profiles

Updated: Jun 10

No company survives without customers.

That's obvious.

The more you align all your sales efforts with the needs and wants of people who buy your products or services, the more successful you’ll be.

That's also obvious.

And yet, when it comes down to the day-to-day, a lot of companies don't really "get" who you're trying to sell to. Or take the time to find out.

Ideal customer profiles were developed to help solve this problem, but most ICPs don’t go deep enough, or connect directly enough with what sales teams really need, which is empathy.

Empathy is defined as the capacity to see things from somebody else’s point of view — to put yourself in their shoes and walk around for a while — but empathy doesn’t come easily to everyone, which is why relatable details can make such a big difference.

Start with:

  • Age

  • Gender

These only need to be broadly representative because the point is to help to make each ICP unique. Then include:

  • Industry

  • Company Type

  • Company Size

  • Location

  • Job Title or Occupational Class

  • Seniority

  • Professional Affiliations

  • Key Behaviors

These are the details that help you get to that “A-Ha!” moment where you suddenly understand where somebody is coming from and what angle you need to take to engage them, nurture them and ultimately close them.

Yes, it takes effort, but it's effort that pays off because it works.

An AI-generated B2B Ideal Customer Profile that includes priorities, pain points and KPIs

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