Your ICP (Ideal Customer Profile) and scoring configuration determine which leads are valuable and how they're prioritized.
Understanding ICP
Your ICP defines the characteristics of your ideal customers:
- Industry: Target NAICS codes
- Geography: States and regions you serve
- Size: Employee count ranges
- Keywords: Include/exclude certain terms
ICP Gate Behavior
Leads are evaluated against your ICP at import time:
- Pass: Lead matches your criteria, imported normally
- Fail: Lead doesn't match, blocked from import
- Override: Admin can force-import specific leads
Score Bands
After enrichment, leads receive a score from 0-100:
- A Band (80-100): Excellent fit, prioritize these
- B Band (60-79): Good fit, worth pursuing
- C Band (40-59): Moderate fit, lower priority
- D Band (0-39): Poor fit, may not be worth effort
AI Priority
The AI analyzes multiple signals to assign priority:
- Hot: Strong buying signals detected
- Warm: Some positive indicators
- Cold: No clear signals
Configuring Your ICP
- Go to Settings > ICP Configuration
- Use the tabbed editor for different criteria
- Test with "Preview" before saving
- Save creates a new version (can rollback)
Best Practices
- Start broad, narrow based on results
- Review blocked leads periodically
- Adjust scores based on conversion data
- Use AI Priority for call queue ordering