To effectively refine your ICP, your sales team needs to usa phone number list be disciplined about logging detailed, actionable information in your CRM after every call. This includes both quantitative metrics and qualitative observations.
Quantitative Data: The Hard Numbers
These are the measurable aspects of your calls that feed directly into your analytics.
Call Outcome Status:
What to track: Connected, Voicemail, No Answer, Left Message, Not Interested, Bad Fit, Meeting Booked, Demo Scheduled, Qualification Call, Proposal Sent, Closed-Won, Closed-Lost (with specific loss reasons).
Why it's crucial: This is the most basic yet fundamental data. It allows you to calculate conversion rates at every stage of the call process (e.g., connect rate, meeting booked rate).
Lead/Account Status Progression:
What to track: How did the lead's status change after the call? (e.g., from "New Lead" to "Qualified Lead," or "Opportunity" to "Closed-Won").
Why it's crucial: Directly links call activity to pipeline movement.