# What is an ICP for B2B sales?
> An ideal customer profile is a plain description of the company and person who actually buys, including who is a bad fit. If you cannot write it in a few lines, your outreach will sound generic.
- HTML: https://omentir.com/help/what-is-an-icp-for-b2b-sales
- Markdown: https://omentir.com/help/what-is-an-icp-for-b2b-sales.md

ICP is the company: industry, size, geography, tech, and the situation that makes them buy. Persona is the human inside it: title, job, and what they are measured on. People mash those words together. Keep them straight so the list does not turn into "anyone with a pulse."

A useful ICP includes disqualifiers. No SMBs if you cannot support them. No industries where you cannot store the data. No companies that just bought your competitor for a three-year contract, unless you have a reason. Outbound dies when the filter is only vanity logos.

Write one sentence: we help [role] at [type of company] who are dealing with [visible problem] get [outcome] without [painful alternative]. If that sentence is vague, the DM will be vague. We use a version of this in [getting first B2B customers](/blogs/get-first-b2b-customers-zero-budget).

Your first ICP is a guess. The real one shows up in who replies and who pays. After 30 conversations, rewrite the sentence. Do not protect the original guess because it is in a slide.

Omentir asks for this up front in My Product and in lead finders. If you skip it, the agents will still find people. They will just find the wrong ones.

## Related

- [How do I find decision makers on LinkedIn?](https://omentir.com/help/how-to-find-decision-makers-on-linkedin.md)
- [What buying signals should I use before LinkedIn outreach?](https://omentir.com/help/what-buying-signals-to-use-before-linkedin-outreach.md)
- [How do I personalize LinkedIn outreach without spending hours?](https://omentir.com/help/how-to-personalize-linkedin-outreach.md)

## Frequently asked questions

**How narrow should an ICP be?**

Narrow enough that two customers would recognize each other. "B2B SaaS in the US with 20 to 200 people, founder-led sales" is a start. "Companies that want to grow" is not an ICP.

**Can I have more than one ICP?**

Yes, as separate campaigns. Mixing two ICPs in one sequence makes the copy lie to half the list.

**Is firmographic data enough?**

It is the floor. Trigger and pain make it a list worth sending to. A 200-person company in your industry with no problem you can see is still a maybe.

**Who should write the ICP, marketing or sales?**

Whoever talks to buyers. If those people disagree, go read the last ten closed deals together instead of workshopping adjectives.

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