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The difference between a segment and an ICP — and why it's costing you pipeline

Most B2B teams think they have an ICP. What they actually have is a segment. That distinction is why your sales team often wastes time on deals that never close — and why outreach that looks right on paper consistently underperforms.

JW

Jason West

10 March 2026 · 6 min read

10/3/26 10/3/26

The difference between a segment and an ICP (and why it's costing you pipeline)

And that distinction is why your sales team often wastes time on deals that never close.

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