A FRAMEWORK FOR DEFINING AND REFINING YOUR ICP

Summary from the TLDR Marketing newsletter

To define and refine your ICP, use a detailed framework that pinpoints which companies benefit most from your product. Avoid vague descriptions such as “mid-sized companies” or “enterprises”. A strong ICP includes clear firmographics, specific buyer behaviors, and well-defined problem statements. The Five Question Framework helps uncover these insights by prompting you to reflect on patterns across your best customers, common objections in lost deals, upsell opportunities, and what competitor customers have in common. This approach gives you the clarity needed to target the right prospects.