Challenge
Their existing list workflow produced volume but not confidence. Reps were forced to validate basic fit by hand before outreach and response quality was inconsistent.
Approach
We set a stricter ICP brief, shifted sourcing toward public buying signals, and delivered ranked lead packs with contact verification and evidence notes included in every row.
- Ranked accounts by fit and signal freshness.
- Included evidence fields and source links in the export.
- Matched contact roles to the actual buying motion instead of generic titles.
Outcome
The team spent less time cleaning lists and more time messaging accounts with a real reason to talk now. The workflow became easier to route through RevOps without extra review steps.