Ideal Customer Profiles: 5 steps to ensure your lead generation stays on target
B2B Lead Generation
OCTOBER 21, 2012
An ICP is the foundation of your entire lead generation program. It helps you narrow your lead generation universe and provide a standard against which you can prescreen opportunities. Psychographics, such as corporate values, culture and philosophy. The dangers of not having an accurate ICP: If your ICP isn’t spot on, your lead generation will be off and there will be no getting it on track. The result: Its lead conversion decreased by 50%.