ICP definition framework for B2B sales teams
Most ICPs are too vague to act on. This 5-field framework takes you from "we sell to SMBs" to a filter you can paste into any tool.
- An ICP that cannot be translated into a filter is not an ICP.
- Five fields: industry, location, size, trigger, role.
- Run one ICP until it converts. Then clone it.
Why most ICPs fail
An ICP that reads like a marketing deck ("forward-thinking leaders in high-growth verticals") is useless in a prospecting tool. If you cannot turn it into a filter, it is not an ICP, it is a wish.
The 5 fields
Every ICP needs exactly 5 fields: industry (specific), location (country or city), size (employee band), trigger (a signal that they are in-market), and role (the decision maker you reach).
- Industry: "B2B SaaS", not "tech"
- Location: "United States, top-10 metros" or "New York + Boston"
- Size: "20-200 employees"
- Trigger: "raised a Series A in last 90 days"
- Role: "VP of Sales" or "Head of Growth"
Example ICP
B2B SaaS companies headquartered in the United States, 20-200 employees, that raised a seed or Series A round in the last 90 days, targeting the VP of Sales.
Paste that sentence into Leadzy, it becomes a live, refreshed lead list in under 2 minutes.
"Dial in one ICP until the reply rate crosses 10%. Then, and only then, clone it."