October 27, 2025
Welcome Back,
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Good morning! In today’s issue, we’ll dig into the all of the latest moves and highlight what they mean for you right now. Along the way, you’ll find insights you can put to work immediately
— Ryan Rincon, Founder at The Wealth Wagon Inc.
Today’s Post
How to Identify & Target Your Ideal Customer Profile (ICP)
Let’s face it: selling everything to everybody rarely works. When you try to be the super-hero for all, you end up being the hero for no one. Instead, the smart move is to figure out who your ideal customers are, then aim your whole sales machine at them. That’s where your ICP — Ideal Customer Profile — comes in.
What’s an ICP anyway?
Your ICP is a description of the kind of company or person who:
gets the most value from your product or service
buys fastest (or easiest)
sticks around longest (or pays most)
When you know who that is, you can stop chasing random leads and start hunting the right targets.
Why this matters
When your sales team wastes time chasing weak leads, your pipeline slows, morale drops, and you might miss quotas—even though your product is good. A clear ICP helps:
Focus your marketing & outreach → fewer wasted touches
Improve conversion rates → you win more often
Build predictable revenue → you can forecast better
In fact, firms that align around ICP see major growth advantages.
How to build your ICP: step by step
Here are the practical steps you can run through:
Look at your top existing customers
List your 5-10 customers who bring the highest revenue or are easiest to service.
Find common traits: industry, company size, location, roles of decision-makers, pain points they faced.
Example: “All top customers were software companies with 50-200 employees, located in the U.S., with a Sales Ops role asking for better outreach automation.”
Define firmographic and demographic traits
Firmographic (for B2B): industry, employee count, revenue size, geography, tech stack.
Demographic (for individual buyers): age, job title, decision-maker vs influencer, budget size.
Example: “Mid-market SaaS firms, 50-200 employees, $5M-$50M revenue, US-based, using CRM + marketing automation already.”
List behavioral and pain-point traits
What triggers purchase? What problems do they have?
Example: “They claw at leads, have messy follow-ups, want to scale pipeline without scaling reps.”
What kind of buying process? Are they ready to move, or slow and deliberative?
Example: “They already tried spreadsheets and basic email blasts, now want predictable 100-lead pipelines per month.”
Score your ICP vs non-ICPs
Create a simple scoring grid: for each potential prospect, score how many of the traits match your ICP (e.g., on a 0-10 scale).
Use that score to prioritize which leads to push hard and which to either nurture or drop.
Targeting your ICP in outreach & messaging
Once you know your ICP, everything else aligns:
Tailor your scripting: Use language that exactly mirrors the pain points your ICP cares about. Example: “Tired of 40% of leads never heard from?”
Choose the right channels: If your ICP spends time on LinkedIn groups for Sales Ops or watches YouTube videos on outreach automation, show up there.
Lead-generation flows: Offer content that hits their triggers: “5-step playbook to increase SQLs by 30%” — make it specific to their world.
Qualification process: Use questions that separate your ICP from everyone else early on. Example questions: “What’s your current outreach tool? How many leads/month? What’s your close rate?”
Pitfalls to avoid
Too broad an ICP: If your profile covers too many types, you’ll go back to chasing everyone. Be specific.
Ignoring feedback: If your sales team finds that many “ICPs” still struggle to buy or churn quickly, revisit the profile.
Not using the ICP: Having an ICP isn’t enough — you must embed it into every step: marketing, SDR outreach, demos, close, and post-sale.
Why this builds predictable revenue
When you consistently target the right people, two big levers improve:
Higher success rate (win more deals)
Faster sales cycles + lower cost of acquisition
These combine into a more predictable model: you know how many ICP leads you need, what conversion rate you get, and how many deals close. That means you can plan quotas, budgets, head-count, and growth.
✅ Final thoughts
Your ICP isn’t a “nice to have” — it’s a foundational piece of your sales strategy. Define it, communicate it, score against it, and use it to guide outreach and qualification. When you do, you’ll stop chasing noise and start closing more of the right deals.
Next time you’re building your lead list or designing a campaign, pause and ask: Does this fit our ICP? If yes — fire away. If no — move on. That simple filter will save you hours, frustration, and ultimately help you build a more predictable, scalable sales engine.
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.
Disclaimer: This newsletter is for informational and educational purposes only and reflects the opinions of its editors and contributors. The content provided, including but not limited to real estate tips, stock market insights, business marketing strategies, and startup advice, is shared for general guidance and does not constitute financial, investment, real estate, legal, or business advice. We do not guarantee the accuracy, completeness, or reliability of any information provided. Past performance is not indicative of future results. All investment, real estate, and business decisions involve inherent risks, and readers are encouraged to perform their own due diligence and consult with qualified professionals before taking any action. This newsletter does not establish a fiduciary, advisory, or professional relationship between the publishers and readers.