Louie Bernstein

Free 2-Minute Checklist for B2B Founders

The ICP ClarityChecklist

15 checks to find out if you actually know who your best customer is.

Deals stall, cycles drag, and reps chase prospects that never close — usually because the Ideal Customer Profile lives in the founder's head. Take 15 yes/no checks and get your score, where the filter leaks, and what to fix first.

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Sales leadership

What You Get in 2 Minutes

01

Your ICP Clarity Score

A 0–15 score that tells you whether you have a real Ideal Customer Profile — or a hunch that lives in your head.

02

Where the Filter Leaks

The checklist covers the three tests of a working ICP: is it written down, is it built on evidence from closed deals, and is it actually used by your team and your CRM.

03

What to Fix First

A straight answer for your score: what to build next, using data you already have sitting in your closed-won deals.

The ICP Clarity Checklist

15 checks to find out if you actually know who your best customer is.

0 of 15 answered

Answer YES or NO based on how things actually run today, not how you want them to run.

Section 1: Is Your ICP Written Down?
  • 1. My Ideal Customer Profile is a written document, not a picture in my head.
  • 2. I can name the exact industry (or two) where we win most often.
  • 3. My ICP includes a company size and revenue range, with real numbers.
  • 4. I know the exact job title that signs the check, and who can block the deal.
  • 5. My ICP includes disqualifiers: who we will NOT sell to, in writing.
Section 2: Is It Built on Evidence?
  • 6. My ICP came from analyzing my closed-won deals, not from guessing who might buy.
  • 7. I know the top three problems my best customers hired us to solve.
  • 8. I can name the trigger events that make a prospect ready to buy now.
  • 9. I know why my best customers chose us over the alternatives.
  • 10. I know what my worst customers had in common before we signed them.
Section 3: Is It Actually Used?
  • 11. Anyone who sells for us can recite our ICP without me in the room.
  • 12. My CRM forces every new deal to be checked against the ICP before it enters the pipeline.
  • 13. We have walked away from real revenue because the customer did not fit.
  • 14. Our outbound lists are built from the ICP, not bought in bulk.
  • 15. Most of the deals in my pipeline right now fit the ICP.

Answer all 15 questions to unlock your score.