Library/Prospecting & Pipeline Creation/ICP Definition & Target Account Selection/Refine ICP from Best vs. Worst Customer Comparison
TestedProspecting & Pipeline CreationQuick Win (under 10 min)
About this prompt
This prompt analyzes data from your five best and five worst or churned customers to produce a refined ICP definition, three disqualification criteria, and a recommended scoring model for territory planning. It's designed for AEs, sales managers, and sales directors who want to sharpen their targeting based on actual win and churn patterns rather than gut feel. Use it at the start of a new quarter, before a territory reset, or after a run of late-stage losses that suggest ICP drift.Most reps develop their ICP by working forward from marketing-defined personas rather than backward from their own win and churn data — which means they're often optimizing for accounts that look right on paper but behave badly in a deal cycle or post-sale. This prompt inverts that by treating your actual customer history as the data source. Paste your five best customer profiles into [PASTE] under Best customer data, covering the firmographic details, use case, buying trigger, deal structure, and any patterns that made them great to work with. Then paste your five worst or churned customer profiles — the accounts that took forever to close, never adopted, or churned early. The output is a revised ICP definition, the three qualification questions that most reliably separate good fits from bad, and recommended scoring criteria for territory planning. Use this prompt after you've accumulated enough customer history to see patterns — it's not useful for reps under six months into a role with fewer than ten closed deals. The disqualification criteria section is often the most actionable output: most reps know who they want to sell to but haven't codified who to walk away from.The prompt
Help me refine my Ideal Customer Profile by analyzing the difference between my best and worst customers. Using the data below, identify:
1. What do my 5 best customers have in common? (firmographics,
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Variables to replace
PASTE
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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