Crafting Your Ideal Customer Profile: A Comprehensive Workshop for GTM Alignment

Sales Development Consulting

Course Description:

In today’s hyper-competitive B2B landscape, understanding and identifying your Ideal Customer Profile (ICP) is more critical than ever. This intensive, one-day workshop is designed to arm B2B marketers with the knowledge, tools, and techniques necessary to craft a precise and effective ICP.

Through a blend of theoretical insights and practical exercises, participants will learn how to conduct thorough market research, pinpoint the ideal account size, select the most relevant industries, identify key decision-makers, and uncover the specific challenges their product or service can address.

Whether you’re refining your GTM marketing strategy or looking to gain a competitive edge, this workshop will provide you with a clear roadmap to identifying and engaging your ideal B2B customers.

Course Objectives:

By the end of this workshop, participants will be able to:

  1. Understand the Importance of an ICP: Grasp the critical role an Ideal Customer Profile plays in B2B marketing strategies.
  2. Conduct Effective Market Research: Learn methodologies for gathering and analyzing market data to inform your ICP.
  3. Identify Right-Sized Accounts: Master techniques for determining the ideal account size and potential for your offerings.
  4. Select the Appropriate Industries: Discover how to choose industries where your product or service is most needed.
  5. Find the Right People: Understand how to identify and connect with key decision-makers within target organizations.
  6. Uncover Customer Pain Points: Gain insights into researching and recognizing the challenges your product can solve for customers.
  7. Apply ICP in Marketing Strategies: Learn how to integrate your ICP into marketing campaigns for improved targeting and effectiveness.

Course Modules:

  1. Introduction to Ideal Customer Profiles: Understanding the foundation and importance of an ICP in B2B marketing.
  2. Market Research Essentials: Techniques and tools for conducting effective market research.
  3. Account Size and Potential: Criteria for identifying and targeting accounts with the highest potential for your business.
  4. Industry Selection Strategies: How to select industries that align with your product’s or service’s strengths.
  5. Identifying Key Decision-Makers: Tips for finding and engaging with the individuals who can influence or make purchasing decisions.
  6. Pain Point Analysis: Methods for uncovering and understanding the challenges your target customers face.
  7. Practical Workshop: Interactive session where participants apply learned concepts to create their own ICP.
  8. Integrating ICP into Your Marketing Strategy: Strategies for leveraging your ICP in marketing campaigns for maximum impact.

Target Audience:

This workshop is ideal for B2B Marketers, Sales Leaders, SDR Leaders, Startup Founders, and anyone involved in crafting marketing strategies or involved in customer acquisition and engagement in the B2B space.


Participants should have a basic understanding of B2B marketing principles and be actively involved in marketing, sales, or business development activities within their organizations.

Workshop Details:

  • Duration: 1 Day (6 hours, including breaks and a networking lunch)
  • Location: In office or online
  • Materials Provided: Course materials, including worksheets and digital resources, will be provided.
  • Certification: Participants will receive a Tenbound certificate of completion at the end of the workshop.


For more information on course fees, early bird discounts, and how to register, please visit our website or contact our training coordinator. Spaces are limited to ensure a personalized learning experience, so early registration is recommended.