You’ve set up and account! You’re all synced up (or have uploaded a CSV with all your data)! BUT what next?
Let’s create some customer profiles so you can start targeting in your campaigns and operationalizing your data.
Here’s a quick-start guide to building a new ICP:
1.) Click “Add now” under the “Create a profile” section of the homepage.
2.) Choose a “Name” for your profile. The naming convention should reflect the segment you are wishing to create. E.g. Tier 1 - SMB Southeast Territory
3.) The “Source” type of information you would like to pull. Leadtime considers an account to be a company domain and a lead to be a person with an email associated.
4.) Check the “Include customers” for profiles built for upsell or renewal campaigns.
5.) Clicking “More Options” will provide you with the option to add “Labels” to your profile.
These are used to organize the profiles surrounding specific needs.
• Experiment: Should be used when experimenting with the profile you would like to use but have yet to operationalize within your organization.
• Marketing: Used within the marketing department to campaign to.
• Sales: Provided for sales to follow up with within an SDR or AE role.
• Target Accounts: A subset of the ICP you are out to obtain that gives you the highest deal sizes, shortest sales cycles, and highest win rates.
6.) “Conditions” provide you formulas to build your profile surrounding internal and external data sources.
• Match All: Used when wanting to build a profile with conditions A AND B AND C.
• Match Any: Used when wanting to build a profile with conditions A or B or C.
7.) Click “Add condition” to be provided with data categories.
Demographics: Statistical characteristics of the person.
City: Used to locate people within or not within a specific city.
Country: Used to locate people within or not within a specific country.
Department: Used to locate people within or not within a specific department.
Job Title: Used to locate people with or not with a specific job title.
Last Name on Site: To search people mentioned or not mentioned on the website.
Location: Used to locate people within or not within a specific city and state or country.
Region: Used to locate people within a specific region of the world like a state or province.
Seniority Level: Used to locate people with a specific level of career experience.
Time Zone: Used to locate people in a specific time zone.
Firmographics: Statistical characteristics of the company.
City: Used to locate company headquarters in a city.
Company Type: Used to locate companies that fall in different sectors. This includes education, government, nonprofit, partnership, private, public, self-employed, and unknown.
Country: Used to locate companies headquartered in a specific country.
Industry: Used to locate companies in a specific industry.
NAICS: Used to locate companies within different industries via the North American Industry Classification System.
Postal Code: Used to locate companies in specific postal codes.
Size: Used to locate companies with a specific employee range. The ranges include Self-Employed, 1-10, 11-50, 51-200, 201-500, 501-1000, 1001-5000, 5001-10000, and 10001+ employees.
State/Region: Used to locate companies in a specific state, province, or other region.
Time Zone: Used to locate companies headquarted in specific time zones.
Leadtime Rating: Rating is A, B, C, D, None
A = top 25%, B = next 25%, C = next 25%, and D = the bottom 25% with None being ones where there's little or no data.
Leadtime Score: Score is 0 - 100
100 being best. Scores update daily at midnight.
Salesforce Objects: Field data within your synced CRM system.
Social: See which companies advertise certain social profiles on their homepage.
Companies we track include Facebook, Instagram, Linkedin, Pinterest, Twitter, and Youtube.
Technologies: What technologies a company is using.
Examples would include: Salesforce, Marketo, Google Analytics
Web Presence: What keywords are found within a company’s website.
8.) Use “Add grouping” to combine two different sets of conditional rules together using a combination of “AND” and “OR”. For example, I want to pull a list of all companies between 11-50 employees AND that use a specific technology OR have a specific keyword on their site.
9.) Clicking “Create Profile” will give you the ability to see all “Members” (a company in your current database) and “Net-New” (a company outside of your current database) matching the criterias in your profile.
10.) You can then choose to “Sync” or “Export” this list to operationalize it within your organization.
Have more questions about Profile building? Drop us a line here.
It's difficult to pinpoint the best accounts in your database when there's so much noise in your CRM. We've found that most companies don't know every potential customer and 30% of outbound sales and marketing activities are wasted due to poor targeting. Don't worry - we get it. That's why Leadtime's smart prospecting platform exists. We help you focus the sales and marketing efforts on every known account in your addressable market.