The portrait of your ideal customer tells a lot.

Customers are not open books — you can never tell what bothers them from what they’re saying. Observing is probably the top skill of a good sales rep. Diving into their routine, driven by a desire to help, is your way to maintain the same ‘speed and heights’, and thus, see the situation from their angle.
Let all your learnings go into this one, laser-focused portrait of your customer that will further become the bedrock of your successful outreach strategies.