Where Is Your Positioning Breaking Down?

Question 1 of 25

We have clearly defined target customer segments (not broad categories).

Question 2 of 25

We use specific Filters — such as company size, industry, or business model — to define our ICP.

Question 3 of 25

We identify Signals that indicate when a prospect is likely to buy.

Question 4 of 25

We understand the key Attributes that affect how our customers buy and operate.

Question 5 of 25

We define clear Outcomes that customers expect from our solution.

Question 6 of 25

We prioritize specific ICP segments over others — not all segments are treated as equal.

Question 7 of 25

We have evaluated the attractiveness of each segment by size, urgency, and accessibility.

Question 8 of 25

We have identified which segments we are most likely to win in.

Question 9 of 25

We actively deprioritize or avoid low-fit segments.

Question 10 of 25

Our sales and marketing efforts are focused on a defined set of priority segments.

Question 11 of 25

We have a clear competitive advantage in our priority segments.

Question 12 of 25

Our differentiation is meaningful within specific ICP segments — not generic across all markets.

Question 13 of 25

We can win deals without relying heavily on price.

Question 14 of 25

Our capabilities align directly with the needs of our priority segments.

Question 15 of 25

Customers in our priority segments perceive us as clearly different from competitors.

Question 16 of 25

We understand whether each ICP segment requires Displacement, Budget Capture, or Expansion.

Question 17 of 25

Our sales approach is aligned with how customers in each segment actually buy.

Question 18 of 25

We identify trigger events that align with our primary sales motion.

Question 19 of 25

Our messaging reflects the buying dynamics of each segment.

Question 20 of 25

Our sales team executes consistently within the defined motion for each segment.

Question 21 of 25

Our ICP definitions are actively used by both sales and marketing.

Question 22 of 25

We regularly refine our ICP based on real deal data.

Question 23 of 25

We track win/loss performance by segment.

Question 24 of 25

We adjust strategy based on what is actually working in the field.

Question 25 of 25

ICP is embedded in how we operate — not just how we plan.