Finding the right leads is the foundation of a strong sales pipeline. Your job isn’t to close deals—it’s to make sure the sales team has a steady flow of high-quality leads to engage with. In this module, you’ll learn how to build and refine prospect lists, reach out effectively, and track your efforts using our systems.
How to Build & Validate Targeted Prospect Lists (ICP & Targeting Criteria)
A well-targeted list ensures that the sales team spends their time on the right prospects. Without a refined list, outreach becomes inefficient, and results suffer. Your job is to find prospects that match our ideal client profile (ICP) and are likely to engage.
- Identify 50 LinkedIn influencers who speak to our ideal audience. These are the thought leaders your prospects are likely following.
- Review their post engagement—likes, comments, and shares—and save contacts who match our ideal client avatar.
- Find LinkedIn events related to our space and shortlist attendees who might be good fits.
- Save these contacts into an Unfiltered Lead List on LinkedIn so you can refine them later.
- Use LinkedIn Sales Navigator filters to narrow your list to the best-fit prospects.
Using LinkedIn & Email for Outreach (Best Practices & Automation)
Effective outreach means reaching the right people in the right way. Automated tools help scale outreach, but human interaction is what creates real engagement. You’ll need to balance both to maximize responses.
- Follow assigned tasks in ClickUp and GHL to stay on track.
- Stick to the process—we’ve built a system that works, so your job is to execute it step by step.
- Make it personal—prospects engage more when messages feel relevant and tailored.
How to Use GHL CRM for Lead Capture & Tracking
The CRM is your single source of truth for tracking every lead’s journey. Properly capturing and tagging leads ensures that the right workflows are triggered, and no opportunities are lost.
- Use lead capture forms—each campaign has a dedicated form to collect key details.
- Apply the correct tags—these trigger workflows that keep leads moving through the pipeline.
- Follow CRM instructions in ClickUp—we document everything so you can refer back anytime.
Daily Outreach Plan & Activity Breakdown
Consistency is key. Without a structured daily plan, outreach efforts can become scattered, and leads may slip through the cracks. Your role is to ensure steady, quality outreach every day.
- Follow the outreach plan in ClickUp—this ensures you’re hitting the right volume of outreach.
- Take your time—quality matters more than quantity.
- Update the CRM as you go—keeping records accurate ensures a smooth sales process.
✅ Key Outcome: By the end of this module, you’ll know how to find, engage, and track high-quality leads efficiently, keeping the sales pipeline full and active.
