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Pick the prospects that fit your ideal customer profile

Practice: Setting limits and rules. About 5 minutes.

About this exercise

Your manager wants this week's outreach focused on accounts that match your ideal customer profile. Your ICP is US-based, 50-500 employees, has a field service team, and is not a current customer. From your research notes on 6 companies, you want exactly 3 numbered picks that meet every ICP rule, each with one reason under 15 words based on your notes. Use the newest info where notes conflict, plain text, nothing else.

Common mistakes when you ask AI for this

  • Not giving every rule. The AI picks warm leads, like the friendly VP or the demo request, over accounts that fit. Try: Say: "Must meet every ICP rule."
  • Missing the update. Summit looks perfect until you read that it signed last week. Try: Add: "Use the newest info where notes conflict."
  • Getting outreach copy. The AI drafts emails for each pick, which you didn't ask for. Try: Say: "Output only the 3 picks."
  • Not saying how many. The AI decides the length itself and usually returns more picks than you can use. Try: Be exact: "exactly 3 numbered picks."
  • Getting markdown back. AI defaults to bold labels and headings, which show up as stray symbols in your CRM task list. Try: Ask for "plain text, no bold, no headings."

What a strong prompt includes

  • Lists the ICP rules
  • Uses the newest info
  • Says exactly how many
  • Limits each reason
  • Asks for plain text

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