As you digest information on a target account, you can start manually prioritizing and qualifying them. You can define custom fields that’s most useful to collect on any account. The data you add, should help your sales team quickly identify and focus on promising prospects. Here’s how:
First, sit down with your team and define the characteristics of your ideal customer. Here are some questions to guide you:
What pain does your product solve?
What initiatives do your product fit into?
Which roles are the main buying centers?
What indicates the ACV of this account?
What are the triggers that increase the chance of them buying? e.g. certain technologies, people, or processes
Once you’re clear on who is ICP, it’s time to choose your custom fields in QuantCopy. Custom fields are specific to each project, as you would want to track different attributes for different verticals. Just visit the ‘Custom Fields’ section of your project settings.