Data-Driven Prospecting

Do you feel like you're still reading by candlelight when the electricity of search intent data is already illuminating your competitors' sales pipelines? Most businesses continue pouring money into increasingly ineffective traditional marketing channels, a quiet revolution is completely rewriting the rules of customer acquisition. • 96% of visitors to your website aren't ready to buy when they first arrive Forbes • Traditional advertising ROI has plummeted 41% over the past decade Harvard Business Review • The average cost per lead has skyrocketed 60% in just five years Marketing Insider Group • Only 0.75% of traditionally generated leads ever become customers Ruler Analytics Meanwhile, companies leveraging search intent data are experiencing a different reality: • 79% increase in close rates and 68% faster sales cycles Demand Gen Lab • Prospects engaged based on search intent are 28X more likely to convert ABERDEEN Services • 91% reduction in cost per acquisition compared to traditional lead generation Gartner • $8.71 return for every $1 spent on intent data for SMBs Moz The paradigm shift is clear: Instead of guessing who might be interested and interrupting them with ads, forward-thinking companies are connecting with prospects at the exact moment they're actively searching for solutions. EQUALIZER! Small and medium businesses using intent data are now outperforming enterprises with massive marketing budgets. The playing field has been leveled. This isn't just another marketing tactic—it's a fundamental redistribution of market power. Think about it: 78% of purchases go to the vendor that responds first to a buyer's query Lead Connects . When you can identify and immediately engage prospects actively searching for your exact solutions, everything changes. While others continue sending emails with 1% response rates and making cold calls that 98% of the time lead nowhere, the most innovative companies are building automated systems that engage high-intent prospects within minutes of their searches. The numbers don't lie: • Engaging prospects within 5 minutes of their search intent increases conversion by 391% INTENT Sales And Marketing • Content addressing a prospect's specific search query is 62% more likely to generate response Content Marketing Institute • AI-powered intent systems predict purchase timing with 80% accuracy MIT Technology Review By 2025, companies not leveraging intent data will face 30% higher customer acquisition costs Forrester . This isn't just an opportunity—it's rapidly becoming an existential necessity. The question isn't whether your business can afford to implement an intent-based strategy. The real question is: Can you afford not to? #IntentData #SalesInnovation #MarketingStrategy #BusinessGrowth #CustomerAcquisition #LeadGeneration #SalesTransformation

I spend > $200,000/year on AI Sales tools. I’d pay double the price for these: (And recommend them to every revenue leader) Here’s the breakdown by use-case: 1️⃣ For data sourcing Data is the most essential part of getting results with cold outbound. There are several ways to find data. For example: A. AI Agents like Clay, Exa & Relevance AI can browse the web to source hard-to-find data points. B. B2B databases like LinkedIn & Ocean.io include an extensive range of filters to help you build lists. C. Niche databases like Openmart are very helpful to source data on local businesses. D. Buying intent platforms like Clay & Common Room will help you reach out to leads with context. E. Scraping software like Apify or Instant Data Scraper will help you extract data from any platform. 2️⃣ For data enrichment = emails or phone numbers We use a handful of (very) reliable platforms. For example: A. Individual solutions like Prospeo.io, Wiza & LeadMagic help us find 100,000s of email addresses every month. B. Waterfall platforms like FullEnrich & Clay aggregate the best individual solutions (including the ones cited above). 3️⃣ For cold outreach Landing in spam is the #1 reason cold email campaigns fail. We use sending platforms that prioritise deliverability. Examples include: A. Instantly.ai for email sending. B. Expandi (Outreach Playbook Talks) & Valley for LinkedIn outreach. C. lemlist for multi-channel outreach including phone, email & LinkedIn touchpoints. 4️⃣ For deal management & closing Managing your pipeline can get messy when your prospecting becomes (a bit) too efficient. A. For deal management, examples include: Breakcold, HubSpot or Attio. B. For meetings, examples include Attention & Momentum.io, which keeps track of your conversations, records them, gathers insights, and takes action on your CRM. (Salesforce for Momentum). P.S: What's the next AI Sales tool I should absolutely add to my $200K software bill?

We analyzed 120+ B2B sales stacks. Here's what we discovered: The tool trap. Here's the thing: Every tool adds complexity. More complexity means worse execution. Every new tool adds another login, another workflow, another point of failure, another training requirement. We've seen sales teams spend more time managing tools than prospecting. Here's what actually works (Pick max 1-2 tools per category). 1/ Data sourcing You need one great source of data. The best options we see: → Clay ($349/month): Does everything from TAM sourcing to intent signals to AI research. They basically put 100+ enrichment platforms under one roof. → LinkedIn Sales Navigator ($99/month): Most other B2B databases get their data from here anyway. → Openmart ($299/month): Best database for local data sourcing. → Ocean.io ($79/month): Great for filtering niche data with tons of industry options. 2/ Data enrichment You'll need to find phone numbers or email addresses from your lead lists. Pick one of these: → Icypeas ($19/month) → FullEnrich ($29/month) → Prospeo.io ($39/month) → LeadMagic ($99/month) 3/ AI agents Agents can do a lot of things. One of the best uses is prospect research: → Relevance AI ($19/month): Build custom research workflows → Claygent (included with Clay): Research prospects at scale 4/ Sales engagement Once you have the data covered, next step is engaging leads and making sure your message actually gets delivered: → lemlist ($69/month): True multi-channel outreach. Email, phone, LinkedIn all in one. → Instantly.ai ($37/month): Unlimited email outreach at scale. → Also solid: Woodpecker.co ($29/month) and HeyReach.io ($79/month). 5/ Intent data Monitoring buying signals helps you find companies that are actually in-market: Unify ($1,460/month) Trigify.io ($149/month), Common Room ($1,000/month) 6/ Deal closing Nothing replaces a great salesperson when it comes to closing. But tech can help: → Attio (€36/month): AI native CRM with powerful automation → Attention: AI note-taking, transcripts, meeting recordings Here's what nobody tells you: Your tools aren't the problem. Your execution is. You can have the perfect tech setup, but if you can't write emails that get replies, none of it matters. What are your top 3 tools?

In 36 months, I scaled a hunting team at AWS from $0 to $25M Though it was seen as a great success by many, there are 5 critical shifts I’m applying to build a modern outbound engine at Yess: WHO, WHY, WHEN, TO WHOM, and HOW LONG. Here’s the breakdown: 1️⃣ WHO is reaching out: - Old Way: entry-level SDRs flood inboxes with spam. + New Way: Team-selling facilitated by SDRs. Decision makers prefer talking to other decision makers. Executives and peers should engage directly. companies should move from old-school outbound to team selling model that is facilitated by SDRs and driven by signals and intent data. 2️⃣ WHY we're reaching out: - Old Way: Generic emails saying, 'I see you're the {job title}...' + New Way: Relevancy > Generic personalization. Generic outreach that lacks relevance and personalization is dead. Look for accounts that visited your website, engaged with your social media, or showed intent through third-party data to craft contextually rich content driven by intent data and real-time signals. 3️⃣ WHEN we reach out: - Old Way: As soon as a new lead gets into the CRM, no matter what. + New Way: Engaging contacts when they show interest. Sales isn’t about immediately pouncing on every lead anymore. Leading sales teams will strategically time their outreach with behavioral signals, like site visits or content engagement. 4️⃣ To WHOM we are reaching out: - Old Way: Single (ICP) persona within the account. + New Way: Target the entire buying team, with personalized touches. Modern outreach should involve the entire buying committee. Each stakeholder has different needs and goals. Use detailed persona data to create messages that hit home for everyone. 5️⃣ HOW LONG we reach out: - Old Way: same 18-step generic sequence for all accounts. + New Way: Dynamics playbooks based on live engagement data. Dynamic playbooks help sales teams tweak their outreach using live data. Sequences adapt to prospects' actions in real time, keeping the prioritization of accounts updated and dynamic. TAKEAWAY: The outbound paradigm is shifting and pushing us to focus on precision over volume. Outbound should leverage: + WHO is reaching out,  + tailor WHAT they communicate,  + sync it perfectly with WHEN it matters the most, + strategically choose TO WHOM they reach out to,  + and dynamically adjust HOW LONG they engage based on data. Keep them in check. 

What does #salesdevelopment look like in 2025 Sales development in 2025 continues to evolve, driven by advancements in technology, changes in buyer behavior, and the increasing importance of personalization. Here’s a snapshot of what SDR strategies and environments look like: 1. AI and Automation in SDR Workflows • AI-Powered Tools: SDRs rely heavily on AI for prospecting, personalization, and lead scoring. Tools can analyze intent data, automate outreach sequences, and recommend messaging tailored to prospects’ behaviors. • Automated Outreach at Scale: AI tools enable personalized multi-channel outreach (email, calls, social media) while maintaining a human-like touch, allowing SDRs to focus on high-value conversations. • Real-Time Assistance: AI provides real-time coaching during calls, helping SDRs handle objections or suggest next-best actions. 2. Data-Driven Prospecting • Intent Data and Predictive Analytics: SDRs use third-party and first-party intent signals to prioritize leads showing the highest likelihood to convert. • Dynamic ICPs (Ideal Customer Profiles): AI continuously refines ICPs based on real-time market data and campaign outcomes. • Account-Based Intelligence: Platforms provide deeper insights into target accounts, enabling SDRs to engage stakeholders with relevant, role-specific messaging. 3. Multi-Channel Engagement • Hyper-Personalization: Messaging is customized not only to the company but also to the individual buyer’s preferences, interests, and activity. • Social Selling: Platforms like LinkedIn remain crucial for building relationships. New tools allow SDRs to track engagement and optimize outreach timing. • Video Outreach: Video messages become a staple, creating a stronger emotional connection and increasing response rates. 4. Skills Evolution • Focus on EQ: Empathy, listening, and problem-solving become critical as buyers expect more human and value-driven interactions. • Tech Fluency: SDRs are adept at using sophisticated tools, managing complex workflows, and interpreting data insights. 5. Buyer-Centric Approaches • Self-Service Options: SDRs guide prospects to self-serve content or tools for early-stage education, reducing friction. • Alignment with Marketing: Close collaboration ensures SDRs have access to relevant content for specific stages of the buyer journey. • Value-First Outreach: SDRs focus on adding value rather than pushing meetings, positioning themselves as trusted advisors. 6. Team Dynamics and Management • Outcome-Based KPIs: Metrics move beyond activity counts (calls/emails) to focus on pipeline impact and meeting quality. • Hybrid Teams: Remote and in-office SDR teams thrive with virtual collaboration tools and AI-driven performance tracking. • Continuous Training: Gamified learning platforms and AI-driven coaching ensure SDRs stay ahead of trends and techniques. Any thoughts 💭 1% Better Each Day 366/25/8 Become an Outlier #sdr #saas

I built a lead-gen system powered by 60 AI agents that now replaces an entire outbound team. Booked 22 calls last week using it. The system, built across 6 categories of agents, covers: → Prospecting (ICP, buyer intent, decision-maker mapping) → Outreach (DM writing, follow-ups, objection handling) → Enrichment (company intelligence, persona research, lead scoring) → Pipeline conversion (qualification, forecasting, churn detection) → Messaging & funnel (angle creation, timing optimisation, CTA testing) → Intelligence & automation (trigger tracking, pricing signals, CRM sync) Each agent runs a specialised task and hands off to the next. The output is a fully-automated, multi-agent engine that finds, qualifies, nurtures, and books meetings — without manual effort. I ran the system on a new niche last week before building an outbound flow. The agents identified: – 3 fast-growing companies expanding headcount – A founder posting frustration signals around lead quality – A competitor’s funnel weakness – 17 high-intent prospects with matching tech stacks One click later, the outreach agents activated: → Personalised openers from the DM Agent → Social-aware timing from the Engagement Tracker → Objection handling scripts from the Handler Agent → Automatic call prep summaries from the Meeting Prep Agent Booked 14 calls in 7 days — all from cold. The use cases go far beyond outbound: For businesses: → Build accurate ICPs using behavioural + firmographic signals → Detect buying intent before prospects reveal it → Run multi-channel nurture without extra headcount → Build a “virtual SDR team” with zero hiring cost For freelancers: → Run high-volume outreach with personalised angles → Offer lead research as a premium add-on → Qualify clients before wasting hours on calls For employees: → Prepare for stakeholder meetings with AI-built dossiers → Automate weekly reporting and CRM hygiene → Track market and competitor movements in real time Everything runs on publicly available data and internal logic. It removes busywork, increases precision, and de-risks outbound. Comment “AGENTS” and I’ll send you the full 60-agent system (+ quickstart guide) __ P.S. I drop 2 new tutorials weekly. Follow so you don’t miss them :)

My prospecting stack does 40 hours of research before I finish my coffee. In other words, I cut our prospecting time from a full week to just 3 hours. The results kept pace with the speed. Most B2B teams still rely on manual research, which takes hours and misses key signals. The old way: endless tabs, scattered data, and half a day lost per account. I rebuilt our workflow to automate research, personalise messages, and close bigger deals faster. Step 1: Signal Capture Clay watches for buying triggers around the clock. For example: job changes, funding rounds, hiring spikes, and new technology installations. Accounts active in the market are flagged automatically. This means I no longer have to guess who to contact. Step 2: Enrichment n8n moves each flagged account into a Clay enrichment table using API connections. That way, accounts found by Clay are processed right away, with no manual work needed. This includes details such as the tech stack, decision-makers, recent posts, and growth signals. Now, each account gets a complete research file. What used to take SDRs hours now takes minutes. Step 3: Drafting - AI drafts every outreach using insights unique to each account. - Every DM is tailored and relevant. - Every line references something real about the account. This lets me send personalised outreach at the same scale as any sequence. Step 4: Human Review No message goes out without a human check, so quality stays high. This stage is why the whole process takes just three hours. Here’s the breakdown: - Signal Capture (10 min) - Enrichment and research file generation (60 min) - AI draft creation (25 min) - Human Review and tweaks (85 min). The process is repeatable, automated, checked by people, and runs every week. Want to adapt this for your team? Swap in Zapier, Make, HubSpot, or your own scripts. Automate research, add signal detection, and ensure your outreach yields real insights. Map these steps to your process and connect your data sources to see the same lift. PS: Want the live walkthrough of our Clay + n8n setup? DM me “BUILD”

Your outbound campaign is only as good as its data. The list researcher isn't just a prospector—they're the intelligence foundation for all outbound GTM plays that follow. While most companies settle for basic contact information, exceptional list researchers create comprehensive prospect profiles: - Core data: Name, title, email, direct line - Company context: Industry, size, funding, tech stack - Professional background: Past roles, career trajectory - Engagement signals: Content interests, group memberships - Connection points: Geographic location, shared networks - Relevance: Lookalike scores based on past closed/won customers - Match: Similar marquee logos you can mention in your outreach This richer data set transforms generic outreach into contextual conversations. The list researcher doesn't just find names. They identify patterns that define your ideal customer profile with surgical precision. They distinguish between prospects who fit demographic criteria and those showing behavioral signals of readiness. When you automate this role, you're not just scaling list building—you're encoding this intelligence gathering expertise into systems that can identify high-value prospects consistently. Companies that invest in advanced list research see higher conversion rates not only because they target more prospects and can work without breaks—but because they have better qualification data driving every subsequent step. If you'd like to see an example of how this could work for your business, DM me "MODELS" for more.

I used to rely on guesswork for leads... Now, every lead I target is backed by data. Most businesses struggle with: 1) Generating consistent, high-quality leads. 2) Outreach can sometimes feel like a gamble Without clear targeting or systems. You're relying on guesswork. Here’s Jérémy's 6-step system: 1) Use AI for smarter research. Tools like Clay target decision-makers precisely. Stop wasting time on irrelevant prospects. 2) Automate outreach but keep it human. Lemlist + Instantly = Personalized follow-ups at scale. Test subject lines with A/B testing to boost responses. 3) Tap into LinkedIn’s potential. Combine Sales Navigator and PhantomBuster. Use Clay for refined targeting to supercharge efforts. 4) Enrich your data for insights. AI tools can analyze pricing pages or trigger trends. Deep research makes your outreach relevant. 5) Integrate inbound and outbound. Share engaging content to capture intent signals. Align personal branding with outreach messaging. 6) Act fast on intent signals. Monitor signals or engagements with tools like Trigify. Speed is your competitive edge in follow-ups. Quality leads are from precision, speed and relevance. AI doesn’t replace strategy—it enhances it. Follow us for more spicy LinkedIn tips.

There’s a shift happening in B2B sales. Every revenue leader I speak with inherently gets that AI can improve prospecting, and the conversation almost always starts with intent data and automated list building. But here’s the reality, data alone doesn’t create pipeline. Actionable execution is the missing link. Many Sales leaders are looking at tools that promise intelligence, but don’t make it easy for reps to act on that data in a way that actually moves revenue. That’s the big gap that Nooks AI Prospector closes. It’s not just about generating a list, it’s about putting that list into motion. Here’s what makes AI Prospector different from everything else on the market: 1️⃣ It connects data and rep outreach in one workflow and platform, where reps already (love to!) work 2️⃣ It drives pipeline through calling, not just emails with low conversion rates 3️⃣ It integrates deeply with the AI dialer which (𝗮) allows you to call your best accounts quickly with highly targeted messaging and (𝗯) enables the signals to learn from the (thousands!) of conversations your reps are having through the dialer - dramatically improving the quality of your data over time.  At Modern Health, AI Prospector drove over 60% of outbound pipeline, not just because the data was better, but because it was easier to act on in a high-leverage way. As revenue leaders, surfacing better leads is a good first step, but it’s not enough. We need to close the gap between intelligence and execution.