A focused set of questions about who buys from you and when. Your answers build the targeting and the buying signals we watch, so the very first list we pull is aimed at your real buyer, not a guess.
Firmographics. The hard filters that decide who lands on your list.
In plain words. "Independent CPG snack brands selling into grocery," not just "food." The specifics are what make targeting tight.
List the ones you win in most. If there are sub-niches inside a broad category, name them.
Pick every band where you win deals.
Skip if revenue isn't a deciding factor.
Countries, states, or metros. Tighter is better.
How they make money often predicts fit better than industry.
Stage shapes budget, urgency, and how they buy.
The industries, sizes, or types you never want in a list. Saves us both the wasted sends.
Persona. The titles, seniority, and roles we actually reach out to.
List the exact titles of people who feel the pain. Add the ones who sign too, if different.
The person who feels the pain isn't always the one who pays. Tell us both if they differ.
Solo founder call versus a committee changes the whole approach.
The title that looks right but wastes the cycle. We exclude them up front.
Why they buy. This sharpens both the targeting and the message.
In their words, not yours. The thing that keeps them up at night.
Lost revenue, wasted hours, missed growth. The cost of doing nothing is your real competition.
Their current fix, even if it's a spreadsheet, a freelancer, or nothing. Tells us who you're really replacing.
Direct competitors and the "do it ourselves" option. Shapes how we position you.
A perfect-fit company isn't always ready. A signal tells us when to show up. Catch it early and you arrive with the answer instead of a cold pitch.
Think about your last few good clients. What changed right before they bought? That moment is the signal.
Pick any we should monitor. These are timing triggers we track across the web and inside conversations.
Often the strongest signal hides in who they're hiring. A small agency posting a "BD hire" is telling you they want pipeline. What hire means "they need you"?
Negative signals matter too. When are they too busy, too new, or too locked in to care?
So the list ranks by who we can win, not just who fits.
Real companies you'd love more of. We reverse-engineer the pattern from them.
The client you regret taking. Naming the anti-pattern keeps them off the list.
Helps us prioritize the accounts worth the most effort.
No account needed. You'll get a clean summary you can copy and send straight to us.