Hello Sales Wagon explorers! Today we’re stepping into one of the most misunderstood — yet powerful — tools in all of sales: crafting and targeting your Ideal Customer Profile. If you’ve ever felt like your team is working hard but not necessarily on the right opportunities, today’s issue is the clarity you’ve been waiting for.

Many teams chase leads the way kids chase bubbles — fast, enthusiastically, and with very little strategy. It looks productive, but it rarely pays off.

Your Ideal Customer Profile, or ICP, solves this by defining the exact type of customer who:

In sales terms: your ICP determines where your time becomes profit instead of guesswork.

A strong ICP goes far beyond job titles. It’s a detailed portrait of the customer who fits your product like a glove.

The best ICPs include:

These describe the company itself:

Look for patterns such as:

Triggers help reps know exactly when a prospect becomes active.

Who actually signs?
Who influences the deal?
Who uses the product daily?

You’re not selling to a company—you’re selling to a group of people with very different priorities.

These are clues someone is ready to buy:

The more signals, the warmer the lead.

Your ICP shouldn’t come from guessing—look at your top-performing accounts:

This data-driven approach protects your team from chasing poor-fit leads that drain time without converting.

A good ICP should be:

Great teams turn their ICP into:

Your ICP becomes the north star for every sales action.

Once you know who you're hunting, outreach becomes smarter and more effective.

Here’s how top reps target ICP leads:

Speak directly to problems ICP accounts share.

Use testimonials that feel familiar to them.

Find champions, influencers, and blockers from day one.

If an ICP account just hired a new VP or raised funding… that's your moment.

Personalized, timely outreach crushes generic messaging every time.

Not every lead deserves equal attention.
Lead scoring helps reps focus on the highest-probability wins.

A simple scoring model could include:

The higher the score, the more attention that lead deserves.

Your ICP isn’t just a document — it’s your growth engine.
When your team knows exactly who they serve best, every outreach becomes sharper, every conversation becomes easier, and every win becomes more predictable.

Sales becomes less about chasing and more about choosing.

And teams that choose their prospects wisely always outperform those that don’t.

That’s All For Today

I hope you enjoyed today’s issue of The Wealth Wagon. If you have any questions regarding today’s issue or future issues feel free to reply to this email and we will get back to you as soon as possible. Come back tomorrow for another great post. I hope to see you. 🤙

— Ryan Rincon, CEO and Founder at The Wealth Wagon Inc.

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