The Ideal Customer Profile (ICP) is a definition of the consumer who is most likely to be successful using your product or service. The ideal customer profile applies to both B2B and B2C companies.
To determine your company’s ICP, you need to analyze your top-performing customers and find out what they have in common. Dig into the details of these customers, checking:
How many employees do they have;
Where are they located;
What difficulties do they face on a daily basis;
What technologies do they use?
Any other information relevant to creating a profile.
But what influence does ICP have on Lead Scoring ? In addition finland phone number resource to helping the marketing team better target their campaigns, identifying the ideal customer profile is essential to discovering the profile you want to find with Lead Scoring . In other words, looking at the ICP will show you the best way to configure the scoring criteria .
What are the benefits of Lead Scoring ?
In general, Lead Scoring enables Marketing and Sales teams to be more efficient , generating more sales from the same set of leads .
And, this effect can be achieved in 3 ways:
lead analysis becomes faster, more accurate and objective;
the best leads are delivered to salespeople;
Lead segmentation becomes richer. It is possible to make specific communication to leads according to each one's profile and/or interests.
Here, the Marketing team begins to perform more focused and intelligent work , while the Sales team begins to receive increasingly better opportunities that are more prepared for purchase.