How to Calculate ICP Fit Score for Better Qualification
Prepd
Sales Research
Not all leads are created equal. An ICP (Ideal Customer Profile) fit score helps you prioritize prospects most likely to convert and succeed. This guide shows you how to build and calculate fit scores for better qualification.
1Define Your ICP Criteria
Start by defining what makes an ideal customer based on your most successful accounts. Consider firmographics (size, industry, location), technographics (technology stack), and behavioral factors (engagement, buying process). Be specific and data-driven.
Key Takeaways
- Analyze your most successful customers
- Identify common firmographic traits
- Note technology patterns
- Consider behavioral indicators
2Weight Your Criteria
Not all criteria matter equally. Weight each factor based on its correlation with success. Industry fit might be more important than company size. Technology stack might matter more than location. Assign weights that reflect your actual win rates.
Key Takeaways
- Prioritize criteria by importance
- Use win rate data to inform weights
- Consider negative indicators too
- Adjust weights as you learn
3Build Your Scoring Model
Create a scoring model that assigns points based on how well a prospect matches each criterion. A simple model might score prospects 1-5 on each factor, then calculate a weighted average. More sophisticated models might use predictive algorithms.
Key Takeaways
- Define score ranges for each criterion
- Calculate weighted scores
- Set threshold categories (hot/warm/cold)
- Document your methodology
4Automate and Integrate
Manual scoring doesn't scale. Implement your scoring model in your CRM or use tools like Prepd that automatically calculate fit scores. Automated scoring ensures consistency and enables real-time prioritization.
Key Takeaways
- Build scoring into your CRM
- Use automated research tools
- Update scores as information changes
- Train your team on score interpretation
Frequently Asked Questions
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