Strivenn Thinking

From Insight to Action: A 3-Step Playbook for Unified Living ICPs and Personas

Written by Jasmine Gruia-Gray | Jul 28, 2025 9:57:03 AM

Feel that twinge of anxiety after my retrospective look at what we've learned about ICPs and Persona over the past five years? Yup, I’ve been there.

 

Let’s turn it into momentum. Below is a fast, field-tested playbook that busy Marketing Managers can use to partner with the commercial team, win Sales’ confidence and hit pipeline targets.

Quick-start checklist (30 seconds)

  • Do my ICP criteria include intent or trigger events?
  • Can I pull a report that shows each target account’s persona mix?
  • Do I have a way to refresh both every 90 days?

 

If you answered “no” to any line, start with Step 1 today.

 

Step

Goal

Description

Outcome
 Unify and enrich your data  One view that blends firmographics, intent signals and persona traits. 
  1. Copy the “ICP Scoring Criteria” 
  2. Map your data sources: CRM, website analytics, HumanticAI  personality scores, third-party intent feeds
  3. Score each factor 1–5. 
    Total score
    ≥60 = hot route to Sales, 
    45-59 = good fit/nurture, 
    30-44 = keep warm with brand content and
    below 30 = poor fit/no-go.
 A ranked account list that everyone can see inside the CRM

Make segmentation dynamic with HumanticAI

Keep personas alive without drowning in manual research.
  1. Connect HumanticAI to your CRM or LinkedIn Sales Navigator.
  2.  Let it auto-classify contacts into personality-based segments (e.g., Analytical, Driver).
  3. Layer these insights onto the ICP score.
  4. Example: a hot ICP account where the economic buyer is a “Driver” persona triggers a direct, results-focused outreach sequence.

Sales gets persona cues inside each contact record; Marketing personalizes nurture content at scale

Activate across teams and channels

Consistent, relevant touch points
  1. Marketing: map every campaign asset to an ICP tier and persona.
  2. Sales: use the ICP/persona score to prioritize daily call lists and tailor talk tracks.
  3. Customer Success: adjust onboarding plays by persona (a “Guardian” may want deep documentation; an “Explorer” prefers quick wins).
  4. Review pipeline as a joint RevOps meeting every quarter, updating scores with real deal data.

Tighter alignment, higher reply rates, shorter sales cycles.

 

Bringing Sales onboard

Skeptical Sales leaders care about two things: focus and speed. Show them:

  • Focus: Only Tier 1 accounts get high-touch cadences, so reps waste less time. In effect, do a try-storm experiment.
  • Speed: Persona cues let reps skip the usual discovery dance and speak the buyer’s language on call one.

 

Share early wins in the next stand-up to build advocacy.

 

Common roadblocks & fixes

 

Roadblock

2025 Mindset

“Our data is messy.”

Start with five high-confidence fields (industry, size, open opportunities, recent intent, HumanticAI persona). Expand later.

“Reps ignore scores.”

Add the score to lead routing rules so hot accounts surface automatically.

“Tools are expensive.”

Try the Strivenn frameworks for ICPs and persona development if budgets are tight.

 

The era of static targeting is over. Your new living system is around the “digital corner”. Go make your first try-storm count.

 
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