If you have a niche ICP, ZoomInfo, Apollo, and other generic prospecting tools won’t cut it. That usually means your sales reps are spending time manually identifying accounts within your ICP—digging through unique data sources relevant to your industry, scouring websites, analyzing financial filings, or leveraging fragmented public records. Instead of selling or strategizing how to break into key accounts, they’re stuck doing tedious research.
This challenge extends beyond sales. Marketing teams that rely on target account lists for advertising struggle to execute campaigns efficiently. And when planning for the quarter or year ahead, how do you define sales territories, set quotas, and forecast pipeline growth if you haven’t clearly identified your Total Addressable Market (TAM) and the specific accounts within it?
The client aimed to expand outbound efforts but lacked a scalable, data-driven way to identify and prioritize high-value accounts. Their ideal customer profiles were highly specific, requiring niche data sources that weren’t easily accessible via common prospecting tools.
Their process involved manually cross-referencing spreadsheets, leading to inconsistent data, duplicate accounts, and inefficient rep assignments. Additionally, without structured tracking, leadership lacked visibility into how outbound efforts were performing and whether reps were engaging with the right companies.
To solve this, we built a scalable framework for targeted account identification and structured lifecycle tracking to ensure outreach efforts translated into pipeline growth.
First, we worked with leadership to refine their ICP and identify the best-fit accounts across multiple niche data sources. We then automated data extraction, leveraging both CSV exports and custom-built Python scripts to scrape and aggregate account information where direct exports weren’t available.
Next, we enriched account data with key firmographic details, such as revenue, credit facilities, and securitizations, to help sales teams prioritize outreach effectively. We also deduplicated records against their existing CRM to prevent redundant entries and ensure clean data flow.
Finally, we implemented lifecycle tracking in HubSpot, defining clear outbound engagement stages—from cold outreach to actively working to opportunity conversion. This allowed leadership to monitor rep engagement, funnel progression, and pipeline movement in real time.
Learn more about our approach on how we solved this for our client below:
ICP Refinement: Defined ideal account criteria and aligned on niche data sources for extraction.
Automated Data Collection: Used CSV exports where possible and built custom Python scrapers for non-exportable sources.
Data Enrichment & Deduplication: Merged new accounts with existing CRM records, enriching them with financial and firmographic insights.
Lifecycle Tracking Implementation: Established clear funnel stages in HubSpot to monitor outbound activity and conversion rates.
Outbound Reporting Dashboards: Built real-time reports to analyze rep activity, track pipeline progression, and assess outbound impact.
10x increase in identified target accounts, expanding the prospect universe from 750 to nearly 10,000 high-fit companies.
High-quality pipeline building, with 1,500+ contacts sourced, including a strong focus on VP and C-level executives.
Enhanced prioritization of top-tier accounts, ensuring reps focus on the most revenue-generating opportunities.
Scalable outbound framework, reducing manual research time and allowing for consistent, data-driven prospecting.
Real-time reporting on outbound performance, giving leadership visibility into engagement trends and pipeline movement.
Request a free consultation to see how we can help you too.