Fill in the blanks: For business-to-business sales teams, an ideal customer profile usually identifies ________. For sales teams who sell directly to consumers, an ideal customer profile identifies ________.

An action that triggers an automated email from your marketing automation platform. Anything that indicates that you could provide immediate value to someone. An action

Preferably within minutes of receiving the lead. Preferably within a day or two of receiving the lead. Not too quickly, so you don’t seem overeager.