Building an Ideal Customer Profile & Buyer Personas

🎯 In B2B lead generation, it’s not about more leads—it’s about the right leads. This course gives SMEs and start-ups the clarity to define exactly who to target by building an Ideal Customer Profile (ICP) and creating realistic, human-centred buyer personas.

Why this matters: SMEs often waste time and money chasing poor-fit prospects. ICPs and personas act as your north star, aligning sales and marketing around accounts and decision-makers that truly convert.

Who it’s for:

• SME founders and growth leaders

• Sales & business development professionals

• Marketing teams planning campaigns with limited resources

What you’ll learn:

• 📊 Core ICP elements: firmographics, technographics, strategy fit

• 🛠 Practical data sources SMEs can access today (CRM, free tools, desk research)

• 💡 Persona building: motivations, pain points, and buying triggers

• 🔑 Activation: how to align teams and use profiles to sharpen messaging

• 🌍 Sustainability: keeping ICPs and personas current as markets evolve

By the end, you’ll leave with one ICP, two draft personas, and a living playbook you can update as your SME grows.

👉 Enrol today and start winning the right opportunities, faster.