Welcome to the first chapter of Pipeline Generation is a Team Sport! Throughout six chapters, we’ll cover how to target your best-fit buyers, to having a high-functioning demand center, to creating and capturing demand for your product or service.
But before you can have people clamoring to buy, you first need to know who these people are. By building your ideal customer profile (ICP), you’ll see up to a 5X improvement in your marketing and sales efforts.
In this chapter, we’ll cover why and how to define your ICP, where the benefits come from, the biggest roadblocks, the ideal process for overcoming them, and finish with step-by-step instructions for your ICP definition.