THE AI SALES COOKBOOK/CHEF'S TABLE/THE REAL ICP

The Real ICP

Everyone has an ICP slide. Few can act on it. Turn a fuzzy definition into a scored, worked motion.

TASTE TEST PASSED · RAN IN PRODUCTION
PREP ~30 MIN  ·  COOK DAYS TO WEEKS  ·  EFFORT MEDIUM  ·  SERVES FOUNDER, GTM LEADER
MEDIA · THE DISH, COOKED
Walkthrough video: the whole recipe run once, start to plated.

DIRECTIONS

  1. 1
    Run the customer research

    Get the real buyer language and the trigger that creates urgency.

    COOK WITH A CUSTOMER RESEARCH · OURS: customer-research · OR YOUR OWN

    MEDIA · STEP 1 SCREENSHOT
    What this step's output looks like
  2. 2
    Run the pattern analyst

    Learn what your won deals actually share.

    COOK WITH A PATTERN ANALYST · OURS: pattern-analyst · OR YOUR OWN

    MEDIA · STEP 2 SCREENSHOT
    What this step's output looks like
  3. 3
    Run the icp analyst

    Spot-check individual accounts and catch where your vendor's fit score is wrong, before you score the whole list.

    COOK WITH AN ICP ANALYST · OURS: icp-analyst · OR YOUR OWN

    MEDIA · STEP 3 SCREENSHOT
    What this step's output looks like
  4. 4
    Run the icp scoring

    Run the one authoritative fit score at bulk: stack-rank the whole market with a reason on every row.

    COOK WITH AN ICP SCORING · OURS: icp-scoring · OR YOUR OWN

    MEDIA · STEP 4 SCREENSHOT
    What this step's output looks like
  5. 5
    Run the strike zone analyst

    Take icp-scoring's tiers and find the channel that converts each one best, no new score computed.

    COOK WITH A STRIKE ZONE ANALYST · OURS: strike-zone-analyst · OR YOUR OWN

    MEDIA · STEP 5 SCREENSHOT
    What this step's output looks like

THE FINISHED DISH · WHAT YOU SERVE

The real ICP from won-customer patterns, the one fit score per account from icp-scoring, a stack rank, and the channel to work each tier.

MEDIA · THE PLATED RESULT
The finished deliverable, redacted, exactly as it looks when the recipe is done

GO DEEPER · The full playbook page carries the guide, the proof build, and the receipts. Read it.