<aside> ℹ️ This checklist is created and carefully curated by Vlad from reply.io

Enjoy 🙌

Download the guide as PDF here: https://reply.io/cold-outreach-checklist-2023/

</aside>

1. 🏢 Know Your ICP and Best Customers

• [ ] First of all, learn more about your existing customers. It’s all about ICP.
• [ ] Make your ICP. hubspot tool
• [ ] Define Ideal Company Profile
  • [ ] Industry
  • [ ] Vertical
  • [ ] Company Headcount
  • [ ] Company Location
  • [ ] Company Revenue
• [ ] Define Ideal Buyer Profile
  • [ ] Decision Maker (e.g. VP of Sales)
• [ ] Evaluator (e.g. SDR leader)
  • [ ] Influencer (e.g. SDR)
  • [ ] What are their pain points
  • [ ] What are their KPIs
• [ ] Summarize Company Profile and Ideal Buyer Profile (use this data as filters in lead gen tools)
  • [ ] e.g. SaaS, 11-200 employees, North America, VP of Sales
• [ ] Implement 80/20 rule
  • [ ] Focus on Tier 1 accounts (80% of efforts)
  • [ ] Then Tier 2 accounts (20% of efforts)
  • [ ] Then Tier 3 accounts for non-personalized cold outreach
• [ ] Implement an Intent-based layer to narrow down your Ideal Company Profile. For example,
  • [ ] companies that are actively hiring
  • [ ] companies that raised money
  • [ ] companies that use specific technology
  • [ ] so now your ICP is SaaS, 11-200 employees, North America, use Salesforce as CRM, VP of Sales

2. 🕵️‍♂️ Data & Emails

• [ ] Try to avoid databases, use LinkedIn Sales Nav + Email Finder (thus, you will always have up-to-date lists and minimum emails like "FirstName is no longer with the company"
• [ ] Prioritize "real-time" data gathering and list building
• [ ] Check 160+ data & email finders here
• [ ] Use Email Verification
• [ ] Remove Invalid and Risky Emails
• [ ] Double-check Catch-all Emails