Article
Pressure-test ICP against real data
Compare your ideal customer profile to last quarter's closed deals to find gaps between who you think you are selling to and who actually buys.
Summary
This lesson shows you how to validate your ICP against real closed-won deal data. You will learn how to spot mismatches between who you think your ideal customer is and who actually buys, and how to adjust your targeting based on evidence rather than assumptions.
Your ICP was built on assumptions. Some of those assumptions were right, and some were not. This chapter walks you through comparing your ICP definition against actual closed-won deal data from the last quarter. You will learn how to spot patterns in who actually buys, which segments convert fastest, and where your theoretical ICP and real customer base diverge. The result is a sharper, evidence-based profile that improves targeting across every channel.