Free tool · ICP worksheet
Build a Usable B2B ICP Worksheet
Build a compact B2B ICP with required conditions, preferred signals, disqualifiers, problem evidence, and a clear learning plan.
Direct answer
A useful ICP should help a team accept or reject a company consistently. This worksheet turns broad positioning into observable account criteria that can be tested in discovery and revised with sales outcomes.
What you can do
No account required
Runs in your browser
Print or save the completed worksheet
Describe the account, not a fictional buyer
Focus on company-level conditions: market, geography, business model, operations, problem evidence, and reasons the account may be a poor fit.
Separate requirements from preferences
Required criteria determine eligibility. Preferred signals help prioritize. Disqualifiers prevent attractive-looking but unsuitable accounts from entering the pipeline.
Connect the profile to outcomes
Review accepted accounts, objections, opportunities, and losses. Revise the profile only when evidence shows a criterion is missing or misweighted.
Evidence and limits
Privacy
Worksheet entries remain in the current browser page and are not sent to ScoreLead.
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Ready to test the criteria against a market?
Use the worksheet first, then launch a focused discovery job.