[{"data":1,"prerenderedAt":102},["ShallowReactive",2],{"lesson-/academy/sdr/what-is-an-ideal-customer-profile":3},{"path":4,"data":5,"html":36,"toc":37,"prev":47,"next":54,"track":59},"/academy/sdr/what-is-an-ideal-customer-profile",{"title":6,"description":7,"primaryQuery":8,"secondaryQueries":9,"module":13,"order":13,"tier":14,"intent":15,"asset":16,"publishedAt":19,"author":20,"reviewedAt":21,"relatedTool":22,"challenge":23,"exercise":33},"What Is an Ideal Customer Profile (ICP)? + One-Page Worksheet","An ICP (ideal customer profile) is the type of company that buys fastest and stays longest — defined by industry, size, revenue, and the problem you solve. This page gives you a one-page worksheet to define yours, plus the fit test that separates a real ICP from a vague description.","what is an ideal customer profile",[10,11,12],"icp meaning sales","how to define your icp","ideal customer profile example",3,"B","informational",{"type":17,"title":18},"worksheet","The one-page ICP worksheet: five fields + the fit test","2026-09-10","closers","2026-09-24",null,{"type":24,"id":25,"brief":26,"lines":27},"spot","m3-l3-icp-definition","Five ICP statements. Click the one that's a real, well-defined ideal customer profile — the one a rep could actually build a list from.",[28,29,30,31,32],"Our ICP is any company that could use software.","Our ICP is Series B SaaS companies with 100–500 employees and a sales team of at least ten, who are actively scaling and already paying for a sales tool.","Our ICP is big companies.","Our ICP is everyone in tech.","Our ICP is the companies that buy from us.",{"prompt":34,"successCriteria":35},"Read the five ICP statements, identify the one that is a real, well-defined ICP, and write one sentence naming the two or three specifics that make it usable.","You can name the real ICP (industry + size + a situation) and say why the vague ones ('any company', 'big companies') are not usable.","\u003Cp>An \u003Ca href=\"/glossary/icp/\" target=\"_blank\" rel=\"noopener noreferrer\">ideal customer profile\u003C/a> — ICP — is the description of the type of company that buys fastest and stays longest: the industry, size, and situation where your product wins. The \u003Ca href=\"/glossary/sdr/\" target=\"_blank\" rel=\"noopener noreferrer\">SDR\u003C/a> and \u003Ca href=\"/glossary/bdr/\" target=\"_blank\" rel=\"noopener noreferrer\">BDR\u003C/a> both use it to decide who to prospect and who to skip. A real ICP is specific enough to build a \u003Ca href=\"/academy/sdr/how-to-build-a-prospect-list/\">prospect list\u003C/a> from; a vague one is a wish. This page gives you a one-page worksheet to define yours.\u003C/p>\n\u003Ch2 id=\"the-five-fields-of-an-icp\">The five fields of an ICP\u003C/h2>\n\u003Cp>Here is the asset — the one-page worksheet:\u003C/p>\n\u003Col>\n\u003Cli>\u003Cstrong>Industry.\u003C/strong> Which verticals does your product win in? Be honest — where do you already win?\u003C/li>\n\u003Cli>\u003Cstrong>Company size.\u003C/strong> Headcount, revenue band, or number of seats. Small/medium/large is too coarse; name a number.\u003C/li>\n\u003Cli>\u003Cstrong>The problem / situation.\u003C/strong> What is actually happening when a company needs you? A new sales team, a compliance deadline, a tool they've outgrown.\u003C/li>\n\u003Cli>\u003Cstrong>The buyer.\u003C/strong> The title who owns the problem and the budget — the person you'll actually reach.\u003C/li>\n\u003Cli>\u003Cstrong>The anti-fit.\u003C/strong> Who should you never waste time on? Naming the no-go is half of a good ICP.\u003C/li>\n\u003C/ol>\n\u003Cp>\u003Cstrong>The fit test.\u003C/strong> Your ICP is real if two different reps, handed your description, build nearly identical lists. If one rep lists enterprise banks and the other lists SMB gyms, your ICP is still a wish.\u003C/p>\n\u003Ch2 id=\"why-specificity-is-the-whole-point\">Why specificity is the whole point\u003C/h2>\n\u003Cp>Prospecting results depend more on \u003Cem>who\u003C/em> you call than \u003Cem>how\u003C/em> you call. Inside a tight ICP, the same message books meetings; outside it, nothing works. A well-defined ICP also makes your \u003Ca href=\"/glossary/lead/\" target=\"_blank\" rel=\"noopener noreferrer\">lead\u003C/a> and \u003Ca href=\"/glossary/sql/\" target=\"_blank\" rel=\"noopener noreferrer\">SQL\u003C/a> stages cleaner, because it filters the \u003Ca href=\"/glossary/pipeline/\" target=\"_blank\" rel=\"noopener noreferrer\">pipeline\u003C/a> before you spend a minute. Define it on the worksheet, test it against your best and worst customers, and tighten it until the anti-fit column is as sharp as the fit column.\u003C/p>\n\u003Ch2 id=\"start-here\">Start here\u003C/h2>\n\u003Cp>Your ICP is defined. Before you build or refine a list, learn how to research the specific human behind it — the \u003Ca href=\"/academy/sdr/how-to-research-a-prospect-before-a-call/\">5-minute pre-call research checklist\u003C/a> shows you exactly what to look up.\u003C/p>\n",[38,41,44],{"id":39,"text":40},"the-five-fields-of-an-icp","The five fields of an ICP",{"id":42,"text":43},"why-specificity-is-the-whole-point","Why specificity is the whole point",{"id":45,"text":46},"start-here","Start here",{"path":48,"title":49,"description":50,"module":13,"order":51,"kind":52,"practiceCall":22,"core":53},"/academy/sdr/how-to-build-a-prospect-list","How to Build a Prospect List From Scratch (Template + Columns)","A prospect list is your working set of accounts and named contacts that fit your ICP, with columns for research and outreach status. This page gives you the exact spreadsheet template — columns pre-built, a priority formula, and the filter that separates a list worth calling from a list that wastes your day.",2,"order",true,{"path":55,"title":56,"description":57,"module":13,"order":58,"kind":52,"practiceCall":22,"core":53},"/academy/sdr/how-to-research-a-prospect-before-a-call","How to Research a Prospect Before a Call (5-Minute Checklist)","Five minutes of pre-call research changes the conversation from 'let me tell you about us' to 'I see what you're dealing with.' This page gives you a 5-minute checklist — company, person, trigger, problem, angle — and the order that gets the most signal per minute.",4,{"slug":60,"title":61,"shortTitle":62,"crumb":63,"path":64,"positioning":65,"totalLessons":66,"modules":67},"sdr","Certified Sales Development Representative (CSDR)","SDR/BDR Certification","SDR Certification","/academy/sdr","The free certification for getting your first sales job — no degree, no experience, no upsell.",58,[68,73,76,80,84,88,91,95,98],{"id":69,"name":70,"lessonCount":71,"description":72},1,"The Role",6,"What an SDR actually does, whether it’s for you, and the sales career path it opens — 6 core lessons.",{"id":51,"name":74,"lessonCount":13,"description":75},"Getting In With No Experience","Land your first sales job with no experience or degree — a 30-day plan — 3 core lessons.",{"id":13,"name":77,"lessonCount":78,"description":79},"Prospecting and Research",8,"Find the right accounts and contacts to reach — 8 lessons.",{"id":58,"name":81,"lessonCount":82,"description":83},"Cold Calling",11,"Make cold calls without freezing up — 11 core lessons.",{"id":85,"name":86,"lessonCount":78,"description":87},5,"Cold Email and LinkedIn","Write cold emails and LinkedIn messages that get replies — 8 core lessons.",{"id":71,"name":89,"lessonCount":85,"description":90},"Conversations: Discovery and Qualification","Run discovery calls and qualify real buyers — 5 core lessons.",{"id":92,"name":93,"lessonCount":13,"description":94},7,"The Tool Stack","The tools that run an SDR’s daily workflow — 3 core lessons.",{"id":78,"name":96,"lessonCount":71,"description":97},"Money: Comp, Commission and Quota","SDR salary, OTE, commission and quotas — 6 lessons.",{"id":99,"name":100,"lessonCount":78,"description":101},9,"Getting Hired","Resume, interview answers, offer negotiation, and the certification assessment — 8 lessons.",1792888520651]