--- title: "IDENTIFYING YOUR IDEAL CUSTOMERS: Value Selling System®" description: Download your sample chapter on 'Identifying Your Ideal Customers' from our upcoming book 'Selling in the Breakthrough Zone' | Value Selling System® --- [![Logo 20201007 Blue Tagline-1](https://www.inflexion-point.com/hubfs/Logo%2020201007%20Blue%20Tagline-1.png "Logo 20201007 Blue Tagline-1")](https://www.inflexion-point.com/?hsLang=en-gb) [![IP Orange Bug Archivo 20200812-2](https://www.inflexion-point.com/hs-fs/hubfs/IP%20Orange%20Bug%20Archivo%2020200812-2.png?width=582&height=582&name=IP%20Orange%20Bug%20Archivo%2020200812-2.png "IP Orange Bug Archivo 20200812-2")](https://www.inflexion-point.com/home?hsLang=en-gb)   [![Inflexion-Point](https://www.inflexion-point.com/hubfs/IP%20Black%20Bug%20225x225.png)](https://www.inflexion-point.com/home-2016?hsLang=en-gb) # **IDENTIFYING YOUR IDEAL CUSTOMERS** ![ICP-BOOK-PREVIEW 200w.png](https://www.inflexion-point.com/hs-fs/hubfs/2018-Images/ICP-BOOK-PREVIEW%20200w.png?width=200&name=ICP-BOOK-PREVIEW%20200w.png "ICP-BOOK-PREVIEW 200w.png")We're in the process of authoring our upcoming book: "**SELLING IN THE BREAKTHROUGH ZONE**: a practitioner's guide to implementing value selling". Rather than wait for the book to be finalised before publishing, we plan to release selected chapters in advance. The first chapter to be released is on **identifying your ideal customers**. Targeting the right organisations is a critical foundation of any value selling initiative. In this chapter, we'll explain why demographic segmentation is increasingly inadequate, and why structural, behavioural and situational considerations are becoming critically important. As a special bonus, this preview chapter includes easy-to-use templates to support your own ideal customer targeting and segmentation initiatives. [![go to Inflexion Point homepage](https://www.inflexion-point.com/hs-fs/hubfs/2015-Branding/Inflexion-Point_Black_Bug_2015_Red_Dot.png?width=109&name=Inflexion-Point_Black_Bug_2015_Red_Dot.png "go to Inflexion Point homepage")](https://www.inflexion-point.com/?hsLang=en-gb) [![LinkedIn_BOW_Icon.png](https://www.inflexion-point.com/hubfs/2016_Images/LinkedIn_BOW_Icon.png "LinkedIn_BOW_Icon.png")](https://uk.linkedin.com/in/bobapollo) [![Twitter_BOW_Icon.png](https://www.inflexion-point.com/hubfs/2016_Images/Twitter_BOW_Icon.png "Twitter_BOW_Icon.png")](https://twitter.com/bobapollo) [![SlideShare_BOW_Icon.png](https://www.inflexion-point.com/hubfs/2016_Images/SlideShare_BOW_Icon.png "SlideShare_BOW_Icon.png")](http://www.slideshare.net/Bobapollo) [![YouTube_BOW_Icon.png](https://www.inflexion-point.com/hubfs/2016_Images/YouTube_BOW_Icon.png "YouTube_BOW_Icon.png")](https://www.youtube.com/user/InflexionPoint) [![Blog_BOW_Icon.png](https://www.inflexion-point.com/hubfs/2016_Images/Blog_BOW_Icon.png "Blog_BOW_Icon.png")](https://www.inflexion-point.com/blog?hsLang=en-gb) ©2023 Inflexion-Point Strategy Partners Ltd | All Rights Reserved | UK Company Reg: 5674332 | UK VAT GB 910 5253 61 | **[Legal](https://www.inflexion-point.com/legal-2017?hsLang=en-gb)** 17 Pinebeach Court | Beach Road | Poole BH13 7BX | UK  | phone: **[book a call](https://www.inflexion-point.com/book-a-call?hsLang=en-gb)** | email: **[info@inflexion-point.com](mailto:info@inflexion-point.com)**