Target the Right Accounts · E-Learning · Phase 1
Ideal Customer Profile
When to use it: before prospecting starts. Reps who chase any account waste outreach on companies that will never close. The ICP tool forces a written definition of what a high-fit customer actually looks like — industry, size, geography, problem, and trigger — so targeting stops being a guess.
Working area — define the fit
ICP Fit Statement
Target the Right Accounts · E-Learning · Phase 1
AI Account Research Prompt
When to use it: right after an account passes your ICP, before first outreach. Reps who skip research send generic messages that get ignored. This tool builds a reusable AI prompt that turns a company name into a structured research brief in minutes.
Working area — build the research prompt
Reusable AI Prompt
Target the Right Accounts · E-Learning · Phase 1
Target Account Matrix
When to use it: when your list of possible accounts is longer than your available time. The Matrix scores fit, potential, urgency, and access so prospecting effort goes where it pays off — not just where it’s easiest to get a meeting.
Working area — score, then let the ranking argue for you
| Account name | Fit (1–5) | Potential (1–5) | Urgency (1–5) | Access (1–5) | Total | Priority |
|---|
Priority logic: total of 16–20 = Hunt now · 11–15 = Develop · 6–10 = Monitor · 0–5 = Low priority.
Work the Buying Committee · Live Online Sales Simulation · Phase 2
Stakeholder Mapping
When to use it: once an account is worth pursuing and more than one person touches the decision. Deals stall when a rep sells to a single friendly contact and never maps who else can champion, block, or veto. This tool turns a vague “buying committee” into named people you can plan around.
Working area — map the buying committee
| Stakeholder | Role | Influence (1–5) | Support (1–5) | Map position |
|---|
Map logic: high influence + high support = Champion · high influence + neutral = Win over · high influence + low support = Blocker · low influence + high support = Supporter · otherwise = Low priority.
Create Relevant Outreach · Live Online Sales Simulation · Phase 2
Outreach Message Template
When to use it: for first-touch outreach after an account is qualified as a target. Generic messages get ignored. This tool structures a short message around a real trigger, a problem hypothesis, and one clear ask — capped near 120 words.
Working area — draft the message
Outreach Message
Create Relevant Outreach · Live Online Sales Simulation · Phase 2
Discovery Question Bank
When to use it: preparing for a discovery call. SPIN questions move a conversation from current-state facts to the cost of inaction to the value of change — in that order. Skipping straight to a pitch skips the reasons the buyer needs one.
Working area — question bank
Situation Questions
- How is this process handled today?
- Which teams are involved in the current workflow?
- What tools or suppliers support the work now?
- How often does this issue come up?
Problem Questions
- Where does the current approach create friction?
- What is hardest to control or forecast?
- What complaints do users or stakeholders raise most often?
- What happens when the process slows down?
Implication Questions
- What does that issue cost the business over a quarter?
- How does it affect customer experience or internal capacity?
- What risks grow if nothing changes?
- Who else is affected when this problem continues?
Need-Payoff Questions
- What would improve if this problem were solved?
- How would a better approach help your team hit its goals?
- What would make a solution worth prioritizing now?
- How would you measure success after the change?
Qualify the Opportunity · Live Online Sales Simulation · Phase 2
Qualification Scorecard
When to use it: right after a discovery conversation, while it’s fresh. Not every interested reply deserves CRM real estate. The Scorecard turns a gut feeling into a defensible score across six criteria that decide whether to keep pursuing.
Working area — score the conversation
| Criteria | Score (1–5) |
|---|
Document the Opportunity · Seminar · Phase 3
CRM Prospect Profile
When to use it: once a prospect clears qualification. Managers cannot coach what they cannot see. This tool captures the minimum information a manager needs to review the opportunity — no more, no less.
Working area — capture the profile
Manager-Ready CRM Summary
Document the Opportunity · Seminar · Phase 3
Qualified Opportunity Summary
When to use it: when it’s time to ask a manager for a decision — resourcing, discount approval, or a next-stage commitment. The Brief is the final deliverable of The Hunt: one page a manager can review and act on.
Working area — build the brief
Qualified Opportunity Summary