The framework to use to qualify leads.

Signals help you stop guessing which companies to contact and start focusing on the ones that actually deserve your time.

This playbook helps you:

• Define your Ideal Customer Profile in one line
• Identify the signals that matter for your market
• Organise those signals into a simple priority system
• Turn signals into personalised outreach
• Easily translate your framework into an automated workflow if you use a tool like Bizzy

You can follow this manually or let a platform monitor these signals for you.

1. Define your ICP in one line

Everything starts with clarity. Write one sentence that defines who you want in your pipeline.

Use this pattern:

Region, type of company, size, key characteristic

Examples:

• German IT consultancy, 20 to 100 employees, hiring sales roles
• Benelux manufacturer, 50 to 500 employees, expanding internationally

Your turn:

• Region:
• Industry or segment: