Template
A clear ICP is the difference between wasted calls and closed deals. This template forces specificity.
What's Included
Avoid These
'Everyone needs this' — tells sales nothing, wastes their time
Too broad industry — 'tech companies' is not an ICP
No company size range — SMB and Enterprise need different approaches
Missing disqualifiers — sales chases bad fits
No buying triggers — can't prioritize hot leads
MoD Score includes ICP Clarity (20 points). Vague ICPs hurt your score. When you generate a MoD Brief, ICP specificity is enforced and visible to sales.
FAQ
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