Playbook · ICP tuning
Recalibrating ICP after 60 booked meetings
The recalibration ritual that runs every 60 booked meetings. What to compare (booked → qualified → won segments), what to adjust (weights, not dimensions), and the one ICP failure mode most teams keep missing — the silent middle.
01The play
Summary
The recalibration ritual that runs every 60 booked meetings. What to compare (booked → qualified → won segments), what to adjust (weights, not dimensions), and the one ICP failure mode most teams keep missing — the silent middle.
02Expected outcome
Outcome: Recalibrated rubric tightens conversion 15-30% by deprioritizing fool's-gold ICP segments.
Success metric: Booked-to-qualified conversion rate improves vs. previous quarter.
03Anti-patterns · do not run this when
- Do not change the rubric DIMENSIONS — only the weights
- Do not recalibrate on a single quarter of data — needs at least 60 meetings
- Do not let recalibration become a political fight over personal-favorite accounts
Playbook entry · ships as-of {date('M Y')}. Operator-written, no theory inflation. If you've run this play and the numbers don't match yours — or the rhythm needs a tweak — write to [email protected] and we'll revise.
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