ICP-to-Impact™: 90-Day Sales Foundation Program

🧩 The Problem:

Sales teams are calling into the wrong accounts — or the wrong people within them — due to:

  • Misaligned or undefined Ideal Customer Profile (ICP).

  • Reps working off gut instinct, not data.

  • Disconnected systems (CRM, sequencing tools, data providers).

  • Marketing and sales operating from different assumptions.

🎯 Our Goal:

To build and operationalize a fully aligned, data-driven ICP and outbound sales motion — with the right tech stack — in 90 days or less, so every rep is calling the right person, in the right account, with the right message.

🔨 The ICP-to-Impact™ Solution:

Phase 1: ICP Intelligence & Alignment (Days 1–30)

Define who you sell to and why.

  • 🔹 Run a closed-won account analysis to identify common firmographic, technographic, and behavioral traits.

  • 🔹 Interview top reps + customers to extract buyer motivations and pain points.

  • 🔹 Align sales, marketing, and leadership to formalize a tiered ICP matrix:

    • Tier 1 = high-fit, high-intent.

    • Tier 2 = strategic accounts.

    • Tier 3 = experimental or niche.

✅ Output: A documented, company-wide ICP with clear inclusion/exclusion criteria.

Phase 2: Tech Stack Activation (Days 31–60)

Build the tech foundation to support precision prospecting.

  • 🔹 Integrate data enrichment tools (e.g., ZoomInfo, Clearbit, Apollo) with CRM.

  • 🔹 Optimize CRM fields to track ICP match, personas, vertical, and deal stage.

  • 🔹 Set up outbound sequencing tools (e.g., Outreach, Salesloft, HubSpot) with persona-based messaging.

  • 🔹 Enable reporting dashboards to measure outreach effectiveness by ICP tier.

✅ Output: A fully integrated, ICP-ready tech stack tailored to your GTM strategy.

Phase 3: Execution & Rep Enablement (Days 61–90)

Turn strategy into outbound execution.

  • 🔹 Create persona-specific talk tracks and objection handling guides.

  • 🔹 Conduct live call training and role-play sessions for each tier/persona.

  • 🔹 Assign reps smart territory lists using the new ICP criteria.

  • 🔹 Launch weekly “pipeline quality” standups to ensure reps are targeting high-fit accounts.

  • 🔹 Monitor conversion rates by ICP tier to validate ICP strength.

✅ Output: A calling motion aligned to the ICP, executed confidently by trained reps.

📈 Results You Can Expect (Post-90 Days):

  • 🚀 2x–3x increase in call-to-demo conversion rates.

  • 🎯 100% of rep outreach focused on ICP-qualified accounts.

  • 🧠 Sales and marketing speaking the same language around customer targeting.

  • 🛠️ A scalable outbound system ready for growth.

🧪 Bonus: Diagnostic Checkpoint

We include a 30-minute “ICP Audit” before Day 1 to evaluate:

  • Current CRM data quality

  • Existing ICP (if any)

  • Historical outbound performance

  • Tech stack readiness