How are the best sellers on your teams finding high potential accounts? What research do they do or questions do they ask to figure this out?

One approach is to see who attends relevant events LinkedIn.

From a technology perspective, leveraging tools like Rev.ai to find look alike accounts that typically have similar challenges to your current clients, fit in the same space and will be most impacted by your customer stories is a nice start.

Otherwise the good old fashioned way of picking top clients and trying to align that with orgs that are in the same space (bonus points if we've had current customers leave to go there)