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The process of qualifying leads is about finding new information. Up to this point, you have had to rely on information that has been made public. Much of this can be matched with the information contained in your icp in sales https://www.growbots.com/blog/icp-outbound-sales/ , but it is empirical qualities such as the size of the company or the vertical in which they operate. subjective qualities that make the customer ideal. These include the intention to buy, the ability to buy, and the demanding nature of the customer. These are all important factors to consider in your ICP. After all, the ideal candidate who does not have the authority to buy your product is not so ideal.