Building a Sales Growth Engine · Companion Tool · Chapter 4 · Foundation
ICP Builder
Answer eight questions about your best clients and walk out with a one-paragraph ideal client profile — the anchor for everything else you build.
e.g., Mid-size manufacturers in the Southeast
e.g., 200 to 1,000 employees
Who signs, who influences
What is happening when they need you most
A number, not an adjective
Your ideal client profile
Now pressure-test it (Chapter 4)
Could a competitor claim this profile too? If yes, sharpen the trigger and proof until it could only be yours. Then take it to Module 4 to build positioning, differentiators, and offers on top of it.
From Building a Sales Growth Engine by David Searns and Victoria Kenward. The full toolkit and workbook are free at growthenginebook.com. Want help building your engine? Talk to the team behind it:
