Persona identification and sales targeting
Define a useful ideal customer profile from evidence, then prioritize accounts.
Work through the steps
- Gather five recent wins, five losses, and customer interview notes. Remove unnecessary personal information. Record company context, buying trigger, problem, alternatives, and outcome.
- Ask AI to cluster patterns by needs and buying situation. Separate the company profile from the roles involved: user, champion, budget owner, approver, and procurement.
- Draft a fit rubric with explicit criteria such as relevant problem, implementation capacity, and a verified trigger. Mark missing evidence as unknown, not as a negative score.
- Review ten accounts manually. Keep a source URL and date for each public signal. Validate the proposed persona through conversations before treating it as a targeting rule.
In practice
A 50-person firm with a documented onboarding bottleneck may fit better than a much larger company with no relevant need. A job title alone does not prove buying authority.
A prompt to make your own
Replace the brackets with approved context. Ask the assistant to identify missing information before proceeding, and review its output against your sources.
Analyze these anonymized wins, losses, and interviews. Produce three need-based segments, evidence for each, likely buying roles, disqualifiers, and unanswered questions. Distinguish observations from hypotheses. Suggest a transparent account-fit rubric without inferring sensitive personal traits. Data: [paste].
Your assignment
Write one ICP card and score ten accounts with evidence and an unknowns column.
What to measure
Qualified conversation rate by segment, not just list size.