Outbound is only as good as who you target.
B&B Press has been printing in the North of England for over 60 years. After the positioning work they had a clear ideal customer profile, but building a real, qualified list of those companies by hand is slow, and easy to get wrong.
Reps end up guessing, or working stale lists, and outbound leaks effort against accounts that were never a fit. The question was simple: who, exactly, should we be talking to, and are they worth the time before anyone picks up the phone?
Know who to target before you spend a minute on outbound.
An AI targeting engine, wired to HubSpot.
Qualification first, outreach second. The list is the strategy.
AI surfaced 3,000+ net-new companies that matched the ideal customer profile, far beyond a manual list.
Each company scored against real ICP criteria, narrowing 3,000+ down to 1,357 genuinely worth pursuing.
Qualified accounts enriched and prioritised in the CRM, ready for the multi-touch outbound engine.
Sales and marketing working the same qualified accounts, before a single cold call was made.
Every account matched to the ideal customer profile, enriched and prioritised in HubSpot, ready for the outbound engine.
The results.
net-new companies discovered against the ideal customer profile.
qualified and prioritised, ready for outbound.
cold calls needed to build the list.
connected engine feeding sales and marketing.
Know exactly who to target, before you spend a minute on outbound.
Talk to Rikki about building an AI targeting engine on your HubSpot. We'll tell you straight whether your data is ready for it.
