A founder stopped losing hours to leads that were never going anywhere by changing what happened before outreach. An agent gathered two or three public sources per account into Airtable and wrote a brief answering three plain questions about each prospect.
Weak fits fell away. Strong ones went to the top of the list, and by the time he was on a call he knew the prospect’s priorities and pressures.
Method as described in aiblBRIEF
Three questions: what problem the company keeps talking about, whether it seems to be moving forward or pulling back, and whether its language matches the problem you solve. The agent does not decide. It brings the signals together so you can judge fit quickly.
The three public sources that most reliably show priorities and pain in your market, such as job ads, the latest blog post and recent reviews. Use the same set for every account so briefs are comparable.
Change the qualification rule, not the pitch. Write only to accounts whose signals match the problem you solve, and move on quickly from the rest. Run it on ten accounts and track meeting quality, not message volume.
If your outbound team spends time on prospects that never convert, the full guide shows how to qualify first:
This guide first appeared in aiblBRIEF. Read the original article: Walk into every sales call knowing the prospect.
