ICP Scoring
The mathematical weighting of prospect attributes to prioritize outbound focus.
Category
Process
Term ID
icp-scoring
Related
4 Terms
Status
Defined
01 — The Deep Dive
Understanding the Mechanics
Ideal Customer Profile (ICP) Scoring moves beyond generic demographic filters. It assigns numeric values to specific technical, economic, and behavioral signals (e.g., 'Has Job Post for SDR' + 5, 'Recently Raised Series B' + 10). This creates a 'Stack Rank' of prospects, ensuring that sales teams always attack the highest-probability opportunities first, rather than working alphabetically.
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