![\"Editorial](\"https:\/\/smart-team.io\/wp-content\/uploads\/2026\/10\/estrategia-icp.webp\" "\\"estrategia-icp\\"")
<\/span><\/div><\/div><\/div>Strategy \u00b7 ICP definition<\/p>\n<\/div>
When any company looks like a good customer<\/h2><\/div>- <\/i><\/span>Your sales team spends weeks on quotes that never close.<\/div><\/li>
- <\/i><\/span>Marketing brings in leads that sales considers poorly qualified.<\/div><\/li>
- <\/i><\/span>You sell to very different sectors without knowing which ones bring the most margin.<\/div><\/li>
- <\/i><\/span>Campaigns target \u201cindustrial companies\u201d in general.<\/div><\/li>
- <\/i><\/span>Each salesperson prioritises accounts on gut feeling.<\/div><\/li>
- <\/i><\/span>Nobody has written down who makes the buying decision at your customers.<\/div><\/li><\/ul><\/div><\/div><\/div><\/div>
Fewer possible
customers,
better customers.<\/span><\/h2><\/div><\/div><\/div>Not every company that asks for a quote is a good customer for you. We start from your best customers, from won and lost deals and from your sales team\u2019s experience to define the ideal customer: sector, size, situation, who decides and what worries them. Then we turn it into criteria that marketing and sales use every day.<\/p>\n<\/div><\/div><\/div>
01<\/p>\n<\/div>
Your sales team spends weeks on quotes that never close.<\/div><\/li>- <\/i><\/span>
Marketing brings in leads that sales considers poorly qualified.<\/div><\/li>- <\/i><\/span>
You sell to very different sectors without knowing which ones bring the most margin.<\/div><\/li>- <\/i><\/span>
Campaigns target \u201cindustrial companies\u201d in general.<\/div><\/li>- <\/i><\/span>
Each salesperson prioritises accounts on gut feeling.<\/div><\/li>- <\/i><\/span>
Nobody has written down who makes the buying decision at your customers.<\/div><\/li><\/ul><\/div><\/div><\/div><\/div>Fewer possible
Fewer possible
customers,
better customers.<\/span><\/h2><\/div><\/div><\/div>Not every company that asks for a quote is a good customer for you. We start from your best customers, from won and lost deals and from your sales team\u2019s experience to define the ideal customer: sector, size, situation, who decides and what worries them. Then we turn it into criteria that marketing and sales use every day.<\/p>\n<\/div><\/div><\/div>
01<\/p>\n<\/div>
Not every company that asks for a quote is a good customer for you. We start from your best customers, from won and lost deals and from your sales team\u2019s experience to define the ideal customer: sector, size, situation, who decides and what worries them. Then we turn it into criteria that marketing and sales use every day.<\/p>\n<\/div><\/div><\/div>
01<\/p>\n<\/div>
![\"Portfolio](\"https:\/\/smart-team.io\/wp-content\/uploads\/2026\/10\/estrategia-icp-c1.webp\" "\\"estrategia-icp-c1\\"")
<\/span><\/div><\/div><\/div><\/div>![\"Ideal](\"https:\/\/smart-team.io\/wp-content\/uploads\/2026\/10\/estrategia-icp-c2.webp\" "\\"estrategia-icp-c2\\"")
<\/span><\/div><\/div><\/div><\/div>![\"Who](\"https:\/\/smart-team.io\/wp-content\/uploads\/2026\/10\/estrategia-icp-c3.webp\" "\\"estrategia-icp-c3\\"")
<\/span><\/div><\/div><\/div><\/div>![\"Qualification](\"https:\/\/smart-team.io\/wp-content\/uploads\/2026\/10\/estrategia-icp-c4.webp\" "\\"estrategia-icp-c4\\"")
<\/span><\/div><\/div><\/div><\/div>![\"Priority](\"https:\/\/smart-team.io\/wp-content\/uploads\/2026\/10\/estrategia-icp-c5.webp\" "\\"estrategia-icp-c5\\"")
<\/span><\/div><\/div><\/div><\/div>![\"Messages](\"https:\/\/smart-team.io\/wp-content\/uploads\/2026\/10\/estrategia-icp-c6.webp\" "\\"estrategia-icp-c6\\"")
<\/span><\/div><\/div><\/div><\/div>