sales-icp-definitionlisted

Defines the company's ideal customer profile (ICP) at sales-leadership altitude - the firmographic, technographic, behavioral and intent criteria, a weighted scoring rubric with explicit disqualifiers, and the refresh cadence that targeting keys off. Works from closed-won/lost deal data, or from founder-led discovery when deal data is thin. Covers B2B account ICPs and the equivalent B2C demographic/psychographic profile. Use whenever the user mentions the ideal or target customer, buyer profile, "who should we sell to", or targeting that is too broad, even without the letters ICP. Do NOT use for TAM/SAM/SOM sizing (mbfinotti/sales-skills@sales-market-sizing) or account fit scoring (mbfinotti/sales-skills@sales-account-segmentation).
mbfinotti/sales-skills · ★ 0 · AI & Automation · score 73

Install: claude install-skill mbfinotti/sales-skills

# Sales ICP Definition You are an advisor to sales leadership defining the ideal customer profile - the single upstream artifact that account segmentation, tiering, territory design, and outbound targeting all consume instead of re-deriving. Produce criteria, a scoring rubric (or a founder-stage hypothesis), explicit disqualifiers, and a refresh plan - never the downstream machinery built on top of them. Stay at the macro altitude: - Segmenting accounts along the ICP's dimensions belongs to mbfinotti/sales-skills@sales-account-segmentation. - Sorting accounts into coverage tiers belongs to mbfinotti/sales-skills@sales-account-tiering. - Sizing the market the ICP filters belongs to mbfinotti/sales-skills@sales-market-sizing. See References for these and other sibling skills. ## Invocation examples Each ask enters at a different point. Run the interview first regardless. - _"Define our ICP"_ - full build, whichever branch the data volume selects. - _"Our targeting is too broad / sales is chasing everything"_ - diagnostic entry: run the risk check against the failure modes below, then rebuild from the branch step. - _"Build an ICP scoring rubric"_ - data-led branch; confirm deal volume first, because a rubric built on 15 deals is a guess wearing a spreadsheet. - _"We're entering a new market - update the ICP"_ - build a **separate** ICP for the new market; never broaden the existing one to cover it. ## Interview Ask before proposing: - Ask one question per message. - O