FREE PLAYBOOK incl. MIRO canvas

From ICP to clear messaging and sales enablement

In this playbook, we show you how to systematically develop Ideal Customer Profiles (ICPs) and personas—and use them to derive clear messaging, a compelling website, and effective sales.

Because especially in B2B, decisions are not made based on features or product benefits. They are made under pressure: due to risks, internal alignment, conflicting goals, and individual responsibilities. Most ICPs and personas describe who the target audience is—but not how it decides. But if you do not understand these mechanisms, you cannot communicate real value.

This playbook shows you the entire process:

→ from defining your ICPs
→ to understanding the decision-making mechanics
→ through to deriving messaging, website, and sales

And with the ICP Canvas, you get a practical tool that enables you to put these steps directly into practice.