ICP & Problem Clarity Session

Overview

ICP & Problem Clarity Session Session Introduction This session focuses on the single biggest driver of sales performance: who you’re selling to and which problems you’re trying to solve. Most sales performance issues don’t start in discovery or closing. They start upstream — with unclear targeting, weak problem definition, or misalignment between the customer, their priorities, and your value. In this session, we’ll step back from deals and activity to pressure-test the fundamentals: Are you targeting the right customers? Do you understand the problems they are actively trying to solve? Can you clearly connect those problems to meaningful business impact? Getting this right eliminates wasted effort, improves conversion at every stage of the funnel, and sets a strong foundation for everything that follows in the sales process. This is not theoretical work. By the end of the session, you’ll have clear inputs you can immediately apply to outreach, discovery, and pipeline decisions. Agenda 1. Define the Right Customer Clarify who you should (and should not) be selling to Identify target accounts, roles, and buying context Eliminate low-probability prospects 2. Surface Real Buyer Problems - Pinpoint the core problems your ICP is actively trying to solve - Separate surface pain from business-critical pain - Identify urgency drivers and triggers 3. Map Problems to Business Impact - Connect problems to revenue, cost, risk, or growth - Understand why the problem matters now - Translate pain into measurable outcomes buyers care about 4. Align ICP, Problem, and Value - Ensure your solution clearly fits the ICP’s reality - Stress-test relevance and differentiation - Create a tight problem–value narrative Session Outcomes - Clear, focused ICP definition - Documented buyer problems and triggers - Strong alignment between problem, value, and target customer - Reduced wasted effort on poor-fit opportunities Key Benefits - Higher-quality pipeline - Better first conversations and discovery calls - Increased conversion from outreach to meetings - Stronger deal momentum from the start