Start with a clear TAM
Agree what a good customer looks like before building a list. Define whom to include, whom to rule out, and what information your team needs. Explore the TAM Mapping guide below.
Keep the reason with the account
A relevant company change is more useful with its source and account context. Keep that information together when reviewing outreach. The signal guide gives examples to discuss.
Agree the handoff
Decide who approves targeting and messages and who handles prospect replies. A relevant reason to reach out is not a promise of a meeting or a sale.