B2B Prospecting
Build a systematic prospecting engine that consistently fills your pipeline. Learn ICP definition, list building, and multi-channel cadences that scale.
Course Contents
ICP Definition: Know Your Target
Build a crystal-clear picture of who you should be selling to.
Building Your Ideal Customer Profile
11:00Define firmographics, technographics, and buying triggers that predict success.
Creating Buyer Personas
9:30Understand the individuals you need to reach and what motivates them.
Analyzing Your Best Customers
8:45Use closed-won data to sharpen your targeting criteria.
List Building: Quality Data at Scale
Source and enrich contact data without sacrificing quality.
Data Sources and Tools
10:15Compare LinkedIn, ZoomInfo, Apollo, and other data providers.
List Building Workflows
9:00Build lists efficiently with filters, enrichment, and verification.
Data Hygiene and Maintenance
7:30Keep your database clean and your deliverability high.
Account Prioritization
8:00Score and tier accounts to focus effort where it matters most.
Cadences: Multi-Channel Sequences
Design outreach sequences that earn replies across channels.
Cadence Architecture
10:30Structure sequences with the right number of touches and timing.
Channel Mix Strategy
9:15Combine email, phone, LinkedIn, and direct mail for maximum impact.
Touch-by-Touch Breakdown
11:00What to say at each step of the sequence and why.
Metrics and Optimization
Measure what matters and continuously improve performance.
Prospecting Metrics That Matter
8:00Connect rates, reply rates, meetings booked—what to track and benchmark.
A/B Testing Your Cadences
9:00Systematic testing to improve performance over time.
Scaling Your Prospecting Engine
7:45Add volume without sacrificing quality or burning out.
What You Will Learn
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