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won-deal-icp-finder

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Use this skill when someone wants to know who actually pays them — auditing closed-won deals to derive a proven ideal customer profile instead of an aspirational one, then building a look-alike target list from it. Produces a revenue-ranked deal table, two to four named ICP archetypes with searchable criteria, and a ranking of the acquisition sources that produced the money. Trigger phrasings: "audit my biggest deals", "which customers made us the most money", "analyse my closed-won", "what's my real ICP", "find more customers like my best ones", "look-alike accounts", "revenue by account", "which channel produced our best deals", "ICP refresh before planning".

skills/erwann-lefevre/won-deal-icp-finder/SKILL.md

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Oct 20, 2026
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Applies when the ICP on the slide was written before the revenue arrived. Produces a proven profile, derived from deals that closed, plus the search criteria to find more of them.

## Most stated ICPs are aspirational

Teams write their ICP at the start, from the market they want. Then they close deals, and the deals quietly disagree — smaller, in an adjacent vertical, in a country nobody targeted. Nobody rewrites the slide, so prospecting keeps aiming at the market that never paid. This skill re-derives the profile from the ledger instead of the plan.

## Select on money, not on stage names

The first move is picking which deals count, and it is where this play usually breaks.

The obvious approach — filter on a "Closed Won" stage — assumes a stage that a surprising number of pipelines don't have, or don't use consistently, or spell in another language. When it silently matches nothing, the fallback is worse: pull the most recent deals instead, which are the newest and emptiest ones, and the analysis runs on rows with no value in them.

Select on **deal value being populated**, over the last twelve months. A won signal, where one genuinely exists, is a filter you add on top — not the thing you rely on. Read the CRM's own conventions before pulling anything: which field actually holds value (the standard amount field is often abandoned in favour of a custom ARR or ACV one), and whether a won status exists at all. If you can't tell, ask one specific question and stop. Guessing here doesn't produce a slightly-off answer, it produces a confident answer about empty rows. See `references/deal-data-extraction.md` for the field-discovery sequence, the CSV fallback, and how to keep the pull bounded.
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