One of the basic steps of starting a business is to answer the fundamental yet commonly neglected question: who is my client? It sounds obvious, but you would be amazed how often teams don’t know who exactly they want to sell to. This is especially relevant for startups and especially fatal for b2b ones. Targeting the wrong companies and decision makers, crafting the incorrect offer, ineffective outreach campaigns… Bruh. Not something you’ve been aiming for, huh? Remember: to achieve success in b2b sales, you have to determine a solid ideal customer profile (ICP) or profiles. Ready to find out how to do it? Let’s go!