Map triggers to action
The Framework
Step One: Identify triggers
Step one in the process is to identify these triggers. Common shifts to look out for include companies hiring for a specific role, a new person being hired for a new role, or a new round of funding. It's essential to have a clear understanding of what these triggers are and how they impact your potential customers' needs.
Step Two: Build trigger-based plays
Next, map out actions and messaging to the identified triggers. Consider what actions you can take and what messaging will resonate with your prospects during these times of change. For example, if a company has just received a new round of funding, your messaging could focus on how your solution can help them scale quickly and effectively.
Step Three: Monitor & automate
Most importantly, build systems to monitor for these shifts and automate actions. Set up alerts for when specific triggers occur, and automate outreach to the affected prospects. This approach ensures that you're reaching out to potential customers at the right time, with the right message, and in a way that feels personalized to them.
Takeaway & Action Item:
The Workbook
ICP Workbook 2
Segment
Company Headcount
Geography
Industry (Choose one! eg: Biotech)
Triggers
Example Company Linkedin Profile (Public URL)
Primary job to be done (eg: managing reservations)
Title(s) for Champion
Example Champion Linkedin (Public URL)
Title(s) for Exec Buyer
Example Exec Buyer Linkedin Profile (Public URL)
Prompt
Column 12
Results
Primary ICP
Open
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