Build a research-backed ICP with firmographics, technographics, buying signals, a qualification scorecard, and disqualification criteria for sales teams.
Share the company and the product tier or segment. The flow returns a complete ICP document with buyer personas mapped to the buying committee, a MEDDPICC scorecard, and look-alike target profiles.
The flow researches the brand's website, pricing tiers, customer case studies, and competitive landscape before asking a single question. Once Juma has context, it asks about sales motion, company size sweet spot, priority industries, and what customer data is available. The ICP document includes firmographics (company size, revenue, headcount, geographic spread, industry tiers with reasoning), technographics (tools that signal readiness and tools that signal friction), observable buying signals, buyer personas mapped to the buying committee (champion, economic buyer, blocker, influencer), common objections with specific rebuttals, a MEDDPICC qualification scorecard, reference customers, look-alike target profiles, and disqualification criteria. Every data claim is sourced.
Most ICPs describe who to target but not who to walk away from. Without explicit disqualification criteria, sales teams spend cycles on accounts that look good on paper but never convert: the company is too small for the price point, the tech stack creates migration friction, or the buying committee structure makes a deal impossible within the sales cycle. Clear negative signals and disqualification thresholds save the team from chasing deals they cannot win. The best ICPs are as specific about "not a fit" as they are about "ideal."
The ICP defines which companies to target. This prompt adds the next layer: who inside those companies actually champions, evaluates, blocks, and signs. These personas are scoped to the buying decision, not the full person.
Now build full buyer personas for the key people in the buying committee. For each role — champion, economic buyer, blocker, influencer — expand into a complete persona: their background, goals, pain points, what they care about in the evaluation, the objection they'll raise, and the message that wins them over.
The ICP is defined. Now the team needs to apply it. This prompt takes a list of accounts and scores them against the ICP criteria, flagging which are strong fits, which are borderline, and which should be deprioritized.
I'll share a list of target accounts. Score each one against the ICP: firmographic fit, technographic fit, buying signal strength, and any disqualification flags. Rank them into tiers — strong fit, potential fit, and deprioritize — with a one-line explanation for each.
A one-page reference the sales team can use when qualifying new accounts. This prompt distills the ICP into a checklist format: must-haves, strong signals, and deal-breakers.
Distill the ICP into a one-page prospecting checklist for the sales team. Three sections: must-have criteria (non-negotiable for a qualified lead), strong-fit signals (push the deal up the priority list), and disqualification flags (walk away). Keep it scannable — something a rep can reference on a call.
A Juma Project is a shared space where the team stores everything Juma needs to know about a client. Create one project per client, add context as you go, and Juma will use what's relevant every time the team runs a flow. The more the team adds over time, the sharper every output gets.
Customer Data Summary
What the team knows about existing customers: deal sizes, win rates, industry distribution, common churn patterns, and any CRM data that grounds the ICP in reality. This is the file that changes output quality the most. With real data, the ICP will reflect who actually buys, not who the team hopes will buy.
Sales Process Overview
How deals move through the pipeline: typical sales cycle, team structure, key evaluation criteria, and common blockers. This shapes the qualification scorecard and the buying committee personas so they match how the team actually sells.
Past ICP Documents
The most recent ICP. When updating, Juma will compare new research against the previous version and call out what shifted: new industries gaining traction, changing company size sweet spots, or competitive moves that altered the landscape.
ICP Template
If the team's ICPs need to follow a specific structure or format, upload a template or a past ICP as a reference. Juma will match the structure instead of using its default layout.
Add a short description to each knowledge item in the project's info field so Juma knows what each file contains and when to use it. For example:
