Library/Prospecting & Pipeline Creation/ICP Definition & Target Account Selection/Define Your Negative ICP from Lost Deals and Churned
TestedProspecting & Pipeline CreationQuick Win (under 10 min)
About this prompt
This prompt analyzes patterns from your lost deals and churned accounts to define a Negative ICP: the firmographic characteristics and in-cycle behavioral signals that predict a bad-fit customer. It also generates three disqualification questions for every discovery call and a 'yellow card' email you can send to prospects who show red flags. Use it when your win rate is solid but retention is suffering, or when you're investing in deals that consistently go nowhere.Most ICPs describe who to pursue; this prompt builds the inverse — who to slow down or disqualify before they consume pipeline and quota capacity. Based on the patterns you provide from lost deals and churned accounts, it identifies firmographic red flags (company characteristics that predict a bad fit) and behavioral red flags (things a bad-fit prospect says or does early in the sales cycle). Fill in [PASTE WHAT YOU KNOW] with your honest description of churned and lost deal patterns — the more specific and data-grounded the input, the sharper the output — and [DESCRIBE] with your current ICP to give the prompt a comparison anchor. The output includes three disqualification questions to embed in every discovery call and a 'yellow card' email — a direct communication that acknowledges the prospect's interest while setting honest expectations about fit. This is a strategic qualification tool for AEs and managers, not for SDRs doing top-of-funnel volume work. For best results, run this prompt after a quarterly win/loss review when you have fresh pattern data, not as a general exercise disconnected from actual deal history.The prompt
Help me define my 'Negative ICP' — the profile of companies that LOOK like good fits but consistently turn into bad customers: low win rate, high churn, price-sensitive, long sales cycles, or poor-fit
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Variables to replace
PASTE WHAT YOU KNOW|DESCRIBE
How to run it
- Copy the prompt and paste it into Claude, ChatGPT, Gemini, or Copilot — it's tuned to run in any of them.
- Replace the variables — swap each bracketed token for your deal's specifics. The variables list above explains every field.
- Make it yours — run it, keep what's strong, and tighten your inputs on the next pass. The prompt improves with your context.
What good output looks like
Make it yours
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