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ICP Chat Best Practices

How to give clear targeting direction without exposing internal discovery mechanics.

Strong ICP instructions produce cleaner discovery runs and fewer wasted records.

Use this guide when creating or revising a discovery in Lead Discovery -> Discovery detail -> ICP chat.

What The ICP Chat Does

The chat turns plain-English targeting into versioned discovery criteria. It is designed for business direction, not implementation details.

Good inputs describe who your team should work in the CRM:

  • Industries.
  • Company size or revenue bands.
  • Regions and markets.
  • Job titles and seniority.
  • Account types to include or exclude.
  • Compliance or operating constraints.

Satua handles the underlying provider translation, normalization, deduplication, and CRM insertion workflow.

Core Inputs That Matter Most

Prioritize quality on these fields first:

  1. Industry or segment - specific beats broad.
  2. Company size or stage - match the accounts your team can actually close.
  3. Locations - only include markets your team can sell into and lawfully contact.
  4. Titles and seniority - identify the buying committee, not every possible employee.
  5. Exclusions - remove low-fit records before they enter the CRM.

The Current ICP card shows an ICP completeness indicator (●●●○○) tracking these five dimensions. The chat agent is designed to ask about any missing dimension — answer the question rather than skipping it. A 5/5 ICP consistently produces higher insert rates and lower duplicate rates.

Good ICP Chat Patterns

  • "Focus on US and Canadian B2B SaaS companies with 50-500 employees."
  • "Target VP Sales, Head of Revenue, and RevOps leaders. Exclude interns, students, agencies, and consultants."
  • "Add manufacturing companies in Ontario, but exclude automotive suppliers."
  • "Move upmarket to 500-2,000 employees and keep only director-level and above."
  • "The last run skewed too local. Broaden to the full Pacific Northwest."

Versioning Strategy

Each accepted chat change creates a new ICP version. Use versions deliberately:

  • Change one major dimension at a time when testing quality.
  • Revert when a previous version performed better.
  • Record why you changed a target in the chat so future reviewers understand the decision.
  • Avoid changing schedule and ICP at the same time unless the reason is obvious.

Common Mistakes

  • Asking for "any company that might buy from us."
  • Mixing unrelated motions in one discovery.
  • Targeting too many job families at once.
  • Forgetting exclusions.
  • Targeting a geography your team cannot lawfully or operationally contact.
  • Judging discovery quality before reviewing enough inserted records in the Dashboard.

Validation Routine

After creating or changing an ICP:

  1. Run the discovery manually.
  2. Review inserted leads in the Dashboard.
  3. Check role fit, account fit, geography, duplicate rate, and usable contact fields.
  4. Assign a sample to reps and confirm the CRM workflow is practical.
  5. Adjust the ICP before enabling or expanding the schedule.

When To Submit An ICP Request

Use Requests -> Help with ICP when you want Satua's account team to review targeting, schedule, or volume. The request is advisory. your account still owns the data connection, discovery, legal basis, and CRM workflow.

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