persona-icp

ICP AND PERSONA DEVELOPMENT WORKFLOW

Step 1: ICP Discovery Interview

Conduct this interview with sales leadership and top-performing reps:

Firmographic questions:

1. What company size (employees + revenue) have your best customers been?
2. Which industries buy fastest and expand most?
3. What geographies convert at the highest rate?
4. Is there a technology maturity pattern in your best customers?

Timing signal questions: 5. What was happening at your best customers' companies when they first reached out or responded? 6. What event or trigger most often precedes a buying decision? 7. Are there times of year when your best customers typically buy?

Anti-ICP questions (equally important): 8. What company type engages heavily but never buys? (time-waster profile) 9. What company type buys but churns quickly? (wrong-fit profile) 10. What company type is resistant to your product regardless of fit?

Step 2: Persona Interview