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tags: Module 0
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# Step 5: Your target audience

Before you begin with this exercise, we want to introduce you to two concepts you will come across regularly during your sales training:

- **Your ideal customer profile (ICP)** is a description of the type of company you should try to sell to
- **Your buyer persona (IBP)** is a detailed analysis of the people within that company who buy from you

Don't worry too much if they're not 100% clear yet, we will dive in much deeper into them later on. We wanted to introduce them already because these two concepts can and should also be applied to your job search process!

It's now time to define your Ideal Customer Profile and Ideal Buyer Persona for your job search.

- **Ideal Customer Profile:** What kind of companies would you like to work for? Specific industries? Sizes? Cultural values? Geography?
- **Ideal Buyer Persona:** Within those companies, who are the decision makers and key stakeholders you will be dealing with? Heads of Sales? Heads of HR? Talent Acquisition Reps? Recruiters? CEO's?

One of the biggest mistakes that you can make is trying to create a personal brand that appeals to everyone. Your branding and message should be tailored to your ICP and IBP and resonate with them.

 
## Your task
:::info
**Instructions**
 
- Write down a list of potential ICP's and ICB's for your job search.
- For the companies, focus on industries, geographies, company culture...
- For personas, usually, in your case it will likely be someone in the HR or Sales team, for example Recruiters, HR Managers, Sales Managers etc.
- Don't worry if you're not 100% who the ideal company and/or persona is yet, this is completely normal. Write what you can, and adjust as you progress through your training.
- Once your list is ready, include all of them in step 5 of your Personal Branding Canvas.
:::

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