How We Transform Your Existing Customers Into a Magnet for Attracting New Ones
In B2B sales, most of your profit comes from a small number of your best customers. But how do you find more customers just like them? The secret lies in building the right Ideal Customer Profile (ICP) based on real data from your most successful clients.
Our approach helps dramatically increase meeting conversion rates and focus your resources where they’ll deliver maximum ROI.
Gathering and Analyzing Your Real Customer Data
The best predictor of future sales is analyzing current ones. We don’t ask for data on hypothetical “ideal clients” – we want information on those who are already paying you money.
- A list of your top 20-50 best customers with corporate email addresses (highest LTV, fastest deals, fewest problems) – we need these emails for data enrichment
- Your top 10-20 worst customers (problematic, low-profit)
- CRM data: deal sizes, sales cycles, repeat purchase frequency
We segment your customers by profitability and identify common patterns in successful deals.
We get a foundation for your ICP based on real data, not hypothetical assumptions.
Data Enrichment for Deep ICP Understanding
Once we have your list of best customers, we “unlock” each one through data enrichment.
- Company Size – number of employees
- Industry – sector and sub-sector
- Seniority Level – management level
- Title – specific job titles
- Technologies – tools they use
- Department – division/department
- Country – country
- State – region/state
- City – city
We get a detailed profile of each successful customer with all the key characteristics needed for precise targeting.
We obtain a complete picture of your best customers and understand what motivates them to buy.
Market Size Assessment and Potential Customer Count
Knowing the characteristics of ideal customers, we calculate the size of your addressable market.
- Total Addressable Market (TAM): all companies that theoretically fit
- Serviceable Addressable Market (SAM): those we can actually reach
- Serviceable Obtainable Market (SOM): realistic volume for the next 12 months
- Total number of suitable companies in your region
- Number of contacts available for direct outreach
We understand market potential and can set realistic lead generation goals.
Creating a Multi-Level ICP
Real sales rarely happen through just one person. We create an ICP for the entire buying committee.
Level 1: Company
- Industry, size, geography
Level 2: Department/Division
- Which department initiates the purchase
Level 3: Decision Makers
We look for people who make purchasing decisions.
We identify the key people involved in purchasing decisions and understand their typical roles in the process.
A comprehensive understanding of how the decision-making process works at your ideal customer, enabling you to engage the right people at the right time.
Aligning ICP with Your Sales Funnel
Your ICP should work not just for marketing, but also generate deals that close quickly with minimal effort.
- Average sales cycle across different ICP segments
- Average deal size and lifetime value
- Conversion at each stage of the sales funnel
- Most common objections and reasons for losses
- Average number of touchpoints to close a deal
We identify which ICP characteristics lead to faster closes and higher deal values, then prioritize these segments in your targeting strategy.
An ICP that generates not just leads, but leads that convert into profitable deals with predictable sales cycles.
Continuous Optimization Based on Real Results
The best ICPs evolve alongside your business and the market.
- How many people respond to messages and agree to meetings
- How many meetings convert to deals and their size
- How quickly the entire process goes from contact to deal
- Test different customer types
- Add new criteria that work
- Remove what doesn’t deliver results
Your ICP becomes more accurate over time, and your lead generation becomes predictable and scalable.
Ready to Build Your ICP?
The right Ideal Customer Profile isn’t a wishlist – it’s a precise map of your most profitable market.
Start simple: Take your list of top 20-50 customers and analyze what they have in common. That’s already most of the work on your ICP.
Want us to do this professionally with guaranteed results? Write to us – the first consultation and customer audit is free.