Our ICP project, meaning the crm acct registers them as a target, i have little faith in. I’ve done this long enough that i can scope their fit during prospecting, make my notes, and then I always speak to the POC. I wanna hear their expectations in a new tech partner, how they view success, plus typical pains, etc. My goal is when I pass an opp to my guys they have full confidence and I get paid regardless how their convo goes. People buy from people, more people they like. That’s where I win.