Account selection

Once your ideal customer profile (ICP) has been created, the objective is to search for accounts/people with similar profiles.

You can create an initial level of accounts in your Dream List to, in a second phase, investigate the profiles:

Dream List

For this, you can use LinkedIn, or more specifically Sales Navigator to investigate the decision-making committee and the people who make it up:

Export the listings using TexAU or a similar tool and make a table similar to this: Account Research

Look and note...

Keywords

1. Common interests Common
2. responsibilities, similar

job titles Common

1. connections Use connections you have good relationships with to find similar

ones Search for...

Public interviews and articles about your target

1. What they talk about
2. What they like
3. What they share
4. How they work

Write it down on the account template: Account Research

Check...

The public roadmaps they may have on their websites

1. See what their goals
2. they are currently working on
3. What plans they have
4. Events, news about acquisitions, mergers, investments...
5. See if your product can really help them

Analyze. ..

Analyze personal profiles

1. Thoroughly study their hobbies
2. Let them see that you are interested and have been studying them
3. All this information will be VERY useful when we make the approximation

Write it down in the account template: AccountResearch