Question 1

What is an Ideal Customer Profile?

Accepted Answer

An ideal customer profile is a clear, documented definition of the kind of company that is genuinely worth your sales team's time, covering the characteristics that separate your best customers from the ones that quietly drain effort, and when it is written down and turned into a weighted score rather than left in people's heads, it becomes the reference point your CRM can use to rank every account.

Question 2

How long does ICP discovery take?

Accepted Answer

ICP discovery runs as a short series of structured working sessions with the people on your team who sit in front of customers every day, and because the research and documentation happen around those sessions rather than during them, the time it takes depends mainly on how many distinct customer types you sell into and how readily your deal history is available.

Question 3

How is this different from a standard CRM data refresh?

Accepted Answer

A standard data refresh tidies fields and removes the obvious duplicates, whereas this researches every account, scores and ranks it against the profile your own team defined, and matches every contact to the right buyer persona, so that the database does not simply look cleaner but actively tells your team which accounts to work first and why.

Question 4

Do you work with HubSpot, Salesforce, or both?

Accepted Answer

Both. The work is built around whichever CRM is already your source of truth, with everything written back into HubSpot or Salesforce so that your team keeps working in the system they already use rather than having to learn a new one.

Question 5

What happens after I get in touch?

Accepted Answer

After you enquire, Matthew comes back to you personally to walk through your current profile, your deal data and the state of your CRM, and to show where the modules would fit in your operation, so that you can see what an engagement would involve before committing to anything.

The whole system, taken module by module.