How to Build a Smarter ICP
Most go-to-market teams make the same costly mistake: their Ideal Customer Profile (ICP) is too broad — and they rarely revisit it. In this video, ZoomInfo’s Mariana Jacques breaks down a five-step framework to help you refine and evolve your ICP so your team can focus on the right companies, not just any companies.
You’ll learn how to:
✅ Go beyond basic firmographic data
✅ Use technographic insights to spot real fit
✅ Identify and leverage buying signals
✅ Build powerful computed attributes unique to your business
✅ Apply anti-signals to avoid wasted effort
Whether you’re in marketing, sales, or revenue operations, this guide will help you optimize your go-to-market strategy and target accounts that actually convert.
🔍 Watch to learn how leading GTM teams stay agile and data-driven — and how you can do the same.