- 01
Define who you are for
- Write down your ICP, and who you are NOT for
- Name your unique value proposition in one line
- List the 3 most critical jobs to be done and how you impact each
- If you cannot answer these, interview your customers first
- 02
Fill in the ICP and messaging template
- List 3 market facts that explain why customers should care now
- Document firmographics (region, size, industry, stage) and the buyer persona's tools, content and events
- Write 3 pains each for the organization, the decision-maker and the user
- Turn it into a one-sentence value proposition using a proven template (Steve Blank, Strategyzer)
- 03
List your intent signals and triggers
- Intent: actions that show interest, like site visits, profile views, post comments, webinar sign-ups
- Triggers: data points that give you a reason to reach out now
- List every signal and trigger that could apply to your business
- Treat them as lead sources, not guaranteed conversions
- 04
Build your account list
- Start broad in Sales Navigator with basic firmographic filters
- Narrow down with real-time data, AI research and human checks
- Feed the process example companies, their challenges and fit indicators, not just industry and size
- 05
Pull leads from target accounts
- Find the right contacts inside your filtered account list in Sales Navigator
- Enrich each contact with verified data before outreach
- Keep outreach focused on the accounts you chose, not the widest possible net
- 06
Source leads from social engagement
- Scrape engagers on high-performing lead magnet posts in your space
- Track who engages with industry thought leaders
- Pull your own post engagers and your profile viewers into a list
- Bonus: mine the connections of key people, with tight ICP filtering
- 07
Enrich, then automate the sends
- Run emails through enrichment APIs like LeadMagic and Prospeo
- Classify and qualify leads in Clay before they enter a sequence
- Send through API-based tools (Smartlead, Lemlist) to high-intent accounts only
- Let the automated system handle LinkedIn engagement
Tools mentioned
- LinkedIn Sales Navigator
- Phantombuster
- Lemlist
- Clay
- Smartlead
- BetterContact
- Prospeo
- LeadMagic
- Heyreach