Glossary
ICP (Ideal Customer Profile)
The exact firmographic, persona and trigger combination of the accounts most likely to buy from you.
Definition
An Ideal Customer Profile (ICP) is the precise definition of the type of company most likely to buy your product or service, become a profitable customer, and stay. A real ICP names the industry, sub-industry, revenue band, employee count, region, the exact decision-maker persona, and the recent trigger event that makes them likely to buy now. A market segment is not an ICP.
Why it matters
Outbound campaigns live or die on ICP precision. A vague ICP wastes list-building budget and lowers reply rates across every channel. A sharp ICP makes small lists outperform big ones.
Related at EngageBizDev
More terms
SDR (Sales Development Representative)
The role responsible for prospecting and booking qualified meetings for closers.
BDR (Business Development Representative)
An outbound prospecting role, often used interchangeably with SDR.
MQL (Marketing Qualified Lead)
A lead that has shown enough interest in your marketing to be worth a sales follow-up.
SQL (Sales Qualified Lead)
A lead that sales has accepted and confirmed is worth working toward a deal.
SAL (Sales Accepted Lead)
The intermediate step between MQL and SQL where sales accepts ownership.
BANT (Budget, Authority, Need, Timing)
A classic four-part lead qualification framework.
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