What to capture: Who are the decision-makers? What's usa phone number list the typical approval process? How many people are involved?
Why it's crucial: Helps you understand the buyer journey and refine your ICP to target companies with more accessible or streamlined decision paths.
Budget & Resources:
What to capture: Any explicit or implicit cues about their budget, resource availability, or willingness to invest.
Why it's crucial: Immediately disqualifies prospects who truly cannot afford your solution, saving valuable sales time.
Competitive Landscape:
What to capture: Which competitors were mentioned? What did the prospect say about them?
Why it's crucial: Provides market intelligence and helps you refine your ICP to target companies where you have a strong competitive advantage.
"Fit" Indicators (Beyond Formal Qualification):
What to capture: Reps' subjective assessment of the "fit" based on conversation flow, enthusiasm, perceived need, and potential for partnership.
Why it's crucial: Often, experienced reps have an intuition about good fit. Capturing this helps validate quantitative data.