Prospect List Qualification Gate (Onboarding)

Prospect List Qualification Gate (Onboarding)

1. 01

   Freeze the ICP definition in writing before any list is built

   Capture firmographic filters (headcount band, industry codes, geography), technographic signals, and disqualifiers on one page the client signs off on. Without a signed ICP, every list debate becomes a scope argument mid-campaign.

2. 02

   Pull the raw list from at least two sources and reconcile the overlap

   Combine a Sales Navigator export with one enrichment pass, then dedupe on LinkedIn profile URL rather than email, since email coverage on B2B contacts routinely runs below 60 percent.

3. 03

   Score each record against three fit signals and drop anything under the threshold

   Use title seniority, company size band, and a recent trigger event (funding, hiring, product launch). A 2,000-row list that survives a 40 percent cut is worth more than a 5,000-row list that does not.

4. 04

   Verify account activity before the record enters a sequence

   Confirm the profile posted or changed roles within the last 90 days. Dormant profiles depress acceptance rates and make the campaign look automated to anyone reviewing it.

5. 05

   Map every list field to the CRM schema the client already uses

   Field mismatches are the most common cause of broken attribution in month two. Align on required fields, picklist values, and owner assignment before import, whether the destination is HubSpot, Salesforce, or a lighter pipeline tool.

6. 06

   Stage the qualified list in a hold queue and get client sign-off on a 50-record sample

   Review the sample together for tone, seniority mix, and obvious mismatches. Catching a bad filter on 50 records costs an hour; catching it on 2,000 costs the retainer.