01 · Find
Build a prospect list around evidence
Better lead generation starts before the search box. Instead of collecting every person who matches a job title, combine stable fit criteria with observable behavior. The result is a smaller list with a clearer reason to act.
- 01
Define the smallest useful ICP
Start with the role, company profile, and business problem that must be true for a conversation to be worthwhile. A narrow working definition is easier to test than a broad market description.
- 02
Choose observable signals
Select three to five behaviors that connect to the problem you solve: engaging with competitor content, discussing a relevant topic, changing roles, hiring in a key function, or returning to the same theme repeatedly.
- 03
Qualify the timing
Ask when the activity happened, how much effort it required, and whether it is part of a pattern. A recent, thoughtful comment usually carries more useful context than an isolated reaction from months ago.
- 04
Attach the next action
Send every qualified lead forward with the signal, why it matters, and the best next step. That context turns a name in a list into a prospect your team can approach with confidence.
Fit + behavior + timing
Before adding a lead to the queue, make sure you can explain all three parts in one sentence.