Would this piece of information be helpful to SDRs or yourself? If the answer is yes, include that piece of information in your prospect list.

That being said, you’ll find that some pieces of information are essential.

Include ICP data such as the company name, size, industry, pain points, decision-makers, and any revenue and budget information you have. Then, depending on your product or service, identify other information (ask the SDRs directly!) that would be useful.

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