We apply the ICP to segmentation, campaigns, the CRM and qualification criteria.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
![\"Inbound](\"https:\/\/smart-team.io\/wp-content\/uploads\/2025\/04\/Inbound-3.jpg\" "\\"Inbound")
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Portfolio analysis<\/h3><\/div><\/div><\/div>
We find out which customers bring the most value and what they have in common.<\/p>\n<\/div><\/div><\/div>
![\"Inbound](\"https:\/\/smart-team.io\/wp-content\/uploads\/2025\/04\/Inbound-2.jpg\" "\\"Inbound")
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Ideal company profile<\/h3><\/div><\/div><\/div>
We define the sector, size, situation and needs of the best-fit companies.<\/p>\n<\/div><\/div><\/div>
![\"Inbound](\"https:\/\/smart-team.io\/wp-content\/uploads\/2025\/04\/Inbound-4.png\" "\\"Inbound")
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Buyer personas<\/h3><\/div><\/div><\/div>
We describe the people involved in the decision and what concerns them.<\/p>\n<\/div><\/div><\/div>
![\"Inbound](\"https:\/\/smart-team.io\/wp-content\/uploads\/2025\/04\/Inbound-Marketing.png\" "\\"Inbound")
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Qualification criteria<\/h3><\/div><\/div><\/div>
We agree what a contact must meet before being passed to sales.<\/p>\n<\/div><\/div><\/div>
![\"Inbound](\"https:\/\/smart-team.io\/wp-content\/uploads\/2025\/04\/Inbound-5.png\" "\\"Inbound")
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Account segmentation<\/h3><\/div><\/div><\/div>
We organise target accounts by priority and potential.<\/p>\n<\/div><\/div><\/div>
![\"Inbound](\"https:\/\/smart-team.io\/wp-content\/uploads\/2025\/04\/Inbound-9.png\" "\\"Inbound")
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Messages by profile<\/h3><\/div><\/div><\/div>
We adapt arguments to each profile and each stage of the purchase.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
![](\"https:\/\/smart-team.io\/wp-content\/uploads\/2026\/09\/proceso-posicionamiento-competitivo.webp\" "\\"proceso-posicionamiento-competitivo\\"")
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