Prospect List Enrichment Protocol (Onboarding)

Prospect List Enrichment Protocol (Onboarding)

1. 01

   Define the ideal customer profile with the client before any list building starts

   Capture firmographics, job titles, and trigger events that signal buying intent, then translate them into a Sales Navigator search that matches the client's actual sales motion.

2. 02

   Run the initial search and export raw prospect data

   Use a scraper like Scrupp to pull up to 2,500 leads per search with emails and phone numbers, or export directly from Sales Navigator, keeping the raw file untouched for audit.

3. 03

   Deduplicate and validate contact information

   Remove duplicates by LinkedIn URL and email, then run email verification to catch invalid addresses before they enter the outreach sequence, reducing bounce rates that hurt sender reputation.

4. 04

   Enrich each record with firmographic and technographic data

   Append company size, industry, and tech stack using a B2B data provider, so each prospect can be segmented into tailored messaging buckets rather than receiving a generic pitch.

5. 05

   Score and prioritize prospects by fit and engagement potential

   Assign a 1-5 score based on how closely each record matches the ICP and whether they show recent activity signals, then rank the list so the highest-value accounts get the first outreach wave.

6. 06

   Tag each prospect with the specific personalization hook to be used

   Note a recent company news item, a mutual connection, or a shared group membership in a custom field, giving the copywriter a concrete angle for the first message.

7. 07

   Review the final list with the client before launching any campaign

   Present the segmented list, scoring rationale, and personalization hooks in a review call, and get sign-off to ensure the list aligns with the client's expectations and compliance requirements.