🎯 Defining and Finding Your Ideal Customer Profile (ICP)
In this lesson, we’ll dive into the essentials of identifying your Ideal Customer Profile (ICP) — and show you how to use Gro to connect with the right people, faster.
If you’re new to prospecting or want a smarter way to build a high-quality lead list, this workflow is the shortcut you’ve been looking for.
🧱 ICP Profiling Framework
Before launching any outreach campaign, it’s crucial to know who you’re targeting and why. Use the following framework to define your ICP:
1. Company Demographics
Industry – What sectors do your ideal clients operate in? (e.g., SaaS, fintech, healthcare)
Company Size – What’s their typical employee count or annual revenue range?
Location – Are you targeting specific regions, countries, or global markets?
2. Decision-Maker Roles
What job titles or departments do you usually engage with?
(e.g., C-suite, RevOps, IT managers, Heads of Marketing)Who is most likely to influence or make the buying decision?
3. Pain Points & Challenges
What common problems do your ideal customers face?
How do these challenges affect their business goals or daily operations?
⚙️ Using Gro to Find the Right Leads
Once your ICP is clear, head to Gro Search in the sidebar.
In the search bar, type a simple prompt like:
“Marketing managers at SaaS companies in the US”Press Enter — Gro will generate a list of matching leads using real-time, verified data.
Optionally, use the filter panel to narrow by:
Role or title
Company size or revenue
Location or industry
You can also submit your ICP directly via live chat — Gro will auto-match and apply filters for you.
Once you have a clear ICP, Gro makes it easy to find and reach your ideal prospects.
🔗 Use LinkedIn or LinkedIn Sales Navigator
While Gro Search is the fastest method, you can also:
Upload leads via CSV files
Import from your CRM
Use LinkedIn Recruiter to manually collect leads and import into Gro
Use LinkedIn or Sales Navigator to apply filters that match your ICP (e.g., location, industry, job title).
Copy the search URL and paste it into Gro.
Click “Preview” to see how many leads Gro can pull in.
✅ Pro Tip: Keep your prospect list lean — ideally 200 leads or fewer — to complete and iterate your campaigns quickly.
✅ You're Ready to Start Outreach
With a clearly defined ICP and Gro’s AI-powered lead sourcing tools, you’re ready to build campaigns that are focused, personalized, and effective.
Now that you’ve built your lead list, head over to the Campaign Builder to create your flow and start connecting!