Prospecting

Lead generation, scoring, and outreach automation

Overview

Prospecting operations including target list management, lead scoring models, outreach sequences, data enrichment, and automation rules.

Structure

04-prospecting/
├── target-lists/           # Curated prospect lists
├── lead-scoring/           # Scoring models and criteria
├── outreach-sequences/     # Email and call cadences
├── enrichment/             # Data enrichment workflows
├── automation-rules/       # Trigger-based automation
└── geo-targets/            # Geographic targeting data

Subdirectories

target-lists/

Curated prospect lists organized by vertical, company size, and persona.

List Categories: - By Industry (healthcare, legal, accounting, etc.) - By Company Size (SMB, midmarket, enterprise) - By Persona (IT Director, CFO, Managing Partner) - By Compliance Need (HIPAA, SOC 2, CMMC) - By Trigger Event (funding, leadership change, breach)

Data Fields: - Company name, domain, size, industry - Contact name, title, email, LinkedIn - Technology stack indicators - Compliance requirements - Intent signals

lead-scoring/

Lead scoring models and qualification criteria.

Scoring Model:

Score Range	Status	Action
0-24	Cold	Nurture sequence
25-49	Warm	Targeted outreach
50-69	MQL	Sales development
70-84	SQL	Direct sales engagement
85+	Hot	Immediate priority

Scoring Factors:

Category	Weight	Examples
Firmographic Fit	30%	Industry, size, location
Behavioral	25%	Website visits, content downloads
Engagement	20%	Email opens, event attendance
Intent Signals	15%	Technology searches, competitor research
Timing	10%	Compliance deadlines, budget cycles

outreach-sequences/

Email and multi-channel outreach cadences.

Sequence Types:

Sequence	Purpose	Touchpoints	Duration
Cold Outreach	New prospect engagement	8-12	4 weeks
Warm Follow-up	Post-engagement nurture	5-7	2 weeks
Event Follow-up	Post-webinar/event	4-6	2 weeks
Re-engagement	Dormant lead activation	4-5	3 weeks
ABM	Target account penetration	15-20	8 weeks

Sequence Structure:

Day 1: Email 1 (value-first, pain point)
Day 3: LinkedIn connection
Day 5: Email 2 (case study/proof)
Day 8: Phone call attempt
Day 10: Email 3 (specific offer)
Day 14: LinkedIn message
Day 17: Email 4 (urgency/deadline)
Day 21: Final email (breakup)

enrichment/

Data enrichment workflows and vendor integrations.

Enrichment Data Points: - Company firmographics - Contact information verification - Technology stack (technographics) - Intent data - Social profiles - News and trigger events

Enrichment Sources: - ZoomInfo / Apollo / Lusha - LinkedIn Sales Navigator - BuiltWith / Wappalyzer - Bombora / G2 Intent - News APIs

automation-rules/

Trigger-based automation for lead routing and actions.

Trigger Categories:

Trigger	Action	Priority
Score > 70	Alert sales, create task	High
Website pricing page	Add to hot list	High
Email opened 3x	Move to warm sequence	Medium
Case study download	Send related content	Medium
30 days inactive	Move to re-engagement	Low
Compliance deadline approaching	Trigger urgency sequence	High

geo-targets/

Geographic targeting data and regional strategies.

Geographic Focus: - Primary: [Define primary markets] - Secondary: [Define secondary markets] - Expansion: [Define growth markets]

Regional Considerations: - Compliance requirements by state/region - Industry concentrations - Competitive landscape variations

Ideal Customer Profile (ICP)

Firmographic Criteria

Attribute	Ideal	Acceptable
Employee Count	50-500	25-1000
Annual Revenue	$10M-$100M	$5M-$250M
Industry	Healthcare, Legal, Accounting, Financial	Manufacturing, Tech, Nonprofit
Compliance Need	Active requirement	Anticipated need

Persona Criteria

Primary Decision Makers: 1. IT Director/Manager (technical authority) 2. CFO/Controller (budget authority) 3. CEO/Managing Partner (final authority) 4. Compliance Officer (requirement driver)

Champions/Influencers: - Practice Manager - Office Manager - VP Operations - Risk Manager

Prospecting Metrics

Metric	Target	Frequency
New Leads Added	200/month	Weekly
Data Accuracy	>90%	Monthly
Email Deliverability	>95%	Weekly
Response Rate	>5%	Weekly
Meeting Conversion	>15%	Weekly
MQL Generation	50/month	Monthly

Skills Integration

Primary Skill: Lead Intelligence

The lead-intelligence skill powers prospecting with social listening, intent signals, enrichment, and ML-powered scoring.

Invoke: Load when building prospect lists, scoring leads, or configuring enrichment pipelines.

Key Capabilities: - Multi-source data enrichment (ZoomInfo, Apollo, Clearbit) - Intent signal detection (Bombora, G2, TrustRadius) - Social listening across Twitter, LinkedIn, Reddit - ML-based lead scoring against ICP - Automated lead routing and handoff

Secondary Skill: Campaign Orchestration

The campaign-orchestration skill supports outreach sequence automation.

Invoke: Load when configuring automated outreach sequences or trigger-based workflows.

SDK Integration

from lead_intelligence import LeadIntelligence, EnrichmentPipeline, LeadScorer, SignalDetector
from lead_intelligence import WaterfallEnricher, IntentEnrichment
from sbp.sdk.gtm import ICPDefinition, ICPMatcher

# Initialize lead intelligence
leads = LeadIntelligence()

# Build enrichment pipeline
pipeline = EnrichmentPipeline()
pipeline.add_stage(WaterfallEnricher([
    ClearbitProvider(),
    ZoomInfoProvider(),
    ApolloProvider(),
]))
pipeline.add_stage(IntentEnrichment(
    sources=["G2", "TrustRadius", "Bombora"]
))

# Define ICP for SBK target market
icp = ICPDefinition(
    company_size=(50, 500),
    industries=["Healthcare", "Legal", "Accounting", "Financial Services"],
    technologies=["Microsoft 365", "AWS", "Salesforce"],
    compliance_needs=["HIPAA", "SOC 2", "PCI DSS"],
    signals=["expansion_funding", "new_ciso_hire", "compliance_deadline"]
)

# Score leads against ICP
scorer = LeadScorer(icp=icp, framework="BANT")
scored_leads = await scorer.score_batch(raw_leads)

# Detect buying intent signals
detector = SignalDetector()
detector.add_rule(
    name="compliance_urgency",
    keywords=["HIPAA audit", "SOC 2 deadline", "security assessment"],
    signal_type="buying_intent",
    strength="strong"
)

# Filter to qualified prospects
qualified = [l for l in scored_leads if l.scores.composite >= 70]

# Route to appropriate sequence
for lead in qualified:
    if lead.scores.intent >= 80:
        await leads.route_to_sales(lead, priority="high")
    else:
        await leads.add_to_sequence(lead, sequence="warm_nurture")

Subskills Reference

Subskill	Skill	Purpose
@lead-schema.md	LI	Lead/account/contact data models
@firmographic-enrichment.md	LI	Company data enrichment
@contact-enrichment.md	LI	Person data enrichment
@intent-signals.md	LI	Third-party intent detection
@social-listening.md	LI	Social signal monitoring
@lead-scoring-models.md	LI	ML scoring configuration
@icp-fit-scoring.md	LI	ICP alignment scoring
@lead-routing.md	LI	Assignment and handoff rules

Related Documents

• Sales Pipeline
• Lead Intelligence Skill
• Analytics