From the course: Advanced Lead Generation
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Ideal customer profile
- [Instructor] This might be the most important lesson in this entire class, because if you don't get this right, everything else breaks. Most companies define their target accounts far too widely, inconsistently, and incorrectly. And even if you've narrowed a target account definition, if it's not agreed upon or executed consistently across the sales and marketing teams, it's all for naught. Simply put, your ideal customer profile, sometimes abbreviated as an ICP, is the precise definition of companies that most likely have the problem your solution can solve. This means you're not selling to all healthcare companies, for example. Perhaps your solution is built primarily for large organizations or primarily for small physician offices, and let's say only those offices that already have something else in place, maybe a policy or a technology platform, or an existing industry relationship are the best fits for you.…
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