Rep Feedback: Solicit direct feedback from your sales usa phone number list reps on what "feels right" and what patterns they observe on calls.
Phase 3: Refine Your ICP & Hypothesize New Targets
Update ICP Attributes: Based on your analysis, modify your ICP's firmographic, technographic, and behavioral characteristics.
Example: If companies in the "Logistics" industry with "100-250 employees" and a pain point of "inefficient supply chain visibility" consistently convert, make that explicit in your ICP. If "startups with less than 10 employees" rarely convert due to budget, consider excluding them.
Develop New Buyer Personas: Create or refine detailed buyer personas for the key roles within your updated ICP, focusing on their specific motivations and challenges identified from calls.
Formulate New Hypotheses: Based on qualitative insights (e.g., a few successful calls with a new industry), form new hypotheses about potential ICP segments to test.