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Ideal Customer Profile Survey
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When creating your ideal customer profile, start with by interviewing your team on the last 25 deals they closed. This ICP template leverages the MEDPIC sales qualification approach. We recommend using one master template for multiple interviews.
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Judy Butler
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Burt Crumb
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Marty
Marty
March 23
MARKETING SEO -
Win the market and all the users for years to come
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2023
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ICP
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Why did we win?
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Identify Pain
JB
Why did they ultimately buy? What were there core objectives?
Owner
Jim Benton
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Economic Buyer
JB
Who was the budget holder? How do the allocate budget
Owner
Jim Benton
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Jim Benton
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Metrics
JB
What was the economic impact of our solution? What metrics mattered?
Owner
Jim Benton
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Decision Process
JB
What was the process we went through? Discuss timing.
Owner
Jim Benton
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Decision Criteria
JB
What was the criteria the evaluation and decision was based based upon?
Owner
Jim Benton
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Paper Process
JB
What was required to get this deal signed? How long did this take?
Owner
Jim Benton
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Jim Benton
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Champion
JB
Who was key to getting this deal closed? how did they help?
Owner
Jim Benton
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Competitor
JB
Who were we up against? Why? What were the key objections?
Owner
Jim Benton
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Vertical
JB
Describe their vertical, company culture
Owner
Jim Benton
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Geography
JB
Describe their location, did we meet them in-person?
Owner
Jim Benton
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Jim Benton
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Size
JB
Describe their size
Owner
Jim Benton
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Other Attributes
JB
Any other attribute that made them a good fit?
Owner
Jim Benton
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Strengths
JB
Where did we shine in the sales process?
Owner
Jim Benton
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Weaknesses?
JB
What could we have done better?
Owner
Jim Benton
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Jim Benton
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Jim Benton
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