Map Accounts by Fit and Timing

ICP fit Trigger timing Low fit High fit Low timing High timing Research carefully Low fit - High timing A flashy trigger can tempt reps into bad accounts. Check for hidden fit quickly, then disqualify or route to nurture if the account cannot buy or benefit. tl Sequence now High fit - High timing This is the priority zone. Build a trigger-based multi-channel sequence with a clear owner, specific hypothesis, and exit criteria. tr No outbound Low fit - Low timing Do not spend custom prospecting effort here. Suppress, nurture lightly, or clean the data. bl

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