PROJECT · Sales Enablement

ICP & Account-Based Targeting Workshop

A 2-week workshop that defines best-fit accounts, buying triggers, personas, and disqualifiers — so prospecting stops being aimed at everyone and no one.

IN SCOPE

Review of current ICP definition (or lack of one) and win/loss data

Workshop to define best-fit accounts, triggers, and personas

Definition of disqualification signals and account tiers

Documented ICP reference for SDR/AE alignment

Recommendations for applying ICP to current targeting

NOT IN SCOPE

Account list-building or data enrichment execution

Outbound sequence writing (see Pipeline Generation Boot Camp)

CRM territory or account-assignment changes

Ongoing targeting refinement continues under Managed Revenue Services .

Timeline — 2 weeks

WEEK 1 · REVIEW

Review win/loss patterns

Analyze what best-fit customers actually have in common today.

WEEK 2 · WORKSHOP

Define ICP & tiers

Run a live workshop to define triggers, personas, and disqualifiers.

ONGOING · OPTIONAL

Continue with Managed Services

Apply and refine targeting through AI-Empowered SDR/BDR support.

DELIVERABLES

Documented ICP reference

Persona & pain-theme summary

Disqualification signal list

Account tier model

TEAM & EFFORT

FROM ENABLEOCITY

1 facilitator, 1 workshop day + prep

FROM YOUR TEAM

Sales & marketing leadership + win/loss data

FORMAT

Virtual workshop, half-day

ICPs need revisiting as the market shifts.

AI-Empowered SDR/BDR keeps targeting sharp as new accounts and signals emerge.

See Sales Enablement projects

Ready to target right?

Start with a Revenue System Diagnostic — we'll confirm this is the right starting project before scoping anything.

Book a Diagnostic