16d • General discussion
Revise the concepts from "ICP Creation Training"
ICP ≠ filters. ICP = probability.
I just finished the ICP/Offer Creation lesson, and one thing really clicked.
Earlier, I treated ICP like a checklist (see the screenshot):
- location
- headcount
- revenue
- industry
That’s not wrong. But it’s incomplete.
What the session made clear is this 👇Those are generic qualification filters. They help you reduce TAM, not find buyers.
The real leverage is in advanced qualification filters:
- buyer intent signals
- years in current role
- recent leadership changes
- tools they already use
- pages they follow (education + awareness proxy)
That’s how you narrow millions → thousands → the top ~3% who are actually ready.
Another important distinction I liked:
- If a property isn’t common across 5–6 past customers, you can’t rely on it as a scalable filter — even if it feels important.
One thing that surprised me: As an SDR, I’ve mostly lived in basic filters.Seeing how intent, tenure, and “who they already follow” change list quality was a mindset shift.
How I’ll apply this:
- start layering buyer intent + role tenure
- worry less about list size
- optimise for probability of pain, not volume
ICP work is less about finding more leads and more about removing everyone who isn’t ready.
If it helps, please give this post a like. Or if you need any help, plz send me a dm:)
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Revise the concepts from "ICP Creation Training"
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