An ideal customer profile (ICP) is a fictional profile of a customer who is a good fit for your business. An ICP is essential to understand defining factors for lead qualification. Now, you probably know your ICP sub-consciously and all you need to do is translate your ICP in terms of these data sets: individual, geographic and firmographic. Let’s say, your best customers are CTOs in Software companies who are in the US and have a company size of around 200-500 employees.
In that case, your ICP comprises of:
Individual Data- Job title is CTO
Geographic Data- Country is US
Firmographic Data- Industry is Software/Technology, Company size is between 200-500
If you have multiple target profiles, you can create multiple ICPs. There is another data set that we will also consider for lead qualification: Behavioral data.
Behavioral data is a key indicator of lead intent and brings out crucial insights on lead interests that can help you better target and also properly educate leads with relevant content. For example, if you serve multiple use cases or products, tracking behavioral data will help you segment leads based on use cases/products and serve relevant content.
Behavioral Data- Trial account activation, pricing page visit, adding a payment method, reading case studies, engaging with content, multiple site visits, etc.
Once you have fixated on your ICP or ICPs, it is pretty simple to qualify leads. On Salespanel you can use Lead Scoring and Segmentation to qualify leads and also bring out qualified leads and also trigger various automated workflows.
Segmentation is a feature on Salespanel where live Feeds can be created with various data filters. When a lead matches with your ICP, they will automatically be added to the Feed. You can set up a process to sync these leads to your CRM along with all lead data, notify sales about these leads or set up sophisticated automated workflows (content personalization, focused retargeting, etc.).
Salespanel helps you qualify leads with lead scoring. All individual and company leads can be scored using our data platform where you can assign positive points to favorable behaviors and negative points to negative behaviors. Whenever leads reach a score, they can be exported to CRM, or nurtured with email automation. A lot of use cases related to lead scoring can be addressed with Salespanel API or Zapier.