b2bmarketing demandgen outbound

Unlock Your Target Audience: A Step-by-Step Guide to Enhance Inbound Marketing and Outbound Sales

Use this template for nailing targeting (for both inbound Marketing & outbound Sales). Below are the steps

1. Create your version of this spreadsheet.

2. Ask Sales, Marketing, CX, & Product to add their ideas.

3. Make logical combinations of the ideas in the top section (if not already done when people added their ideas).

4. Ask people to rank their top 3 (or 5) rows of the combo of these characteristics.

5. Come to an agreement on what your top 3 rows/combos are, and then focus almost all your efforts on them only.

Now you have your exact targeted audience to go after. AND your messaging can be very targeted to their pain points and opportunities.

For paid social in LinkedIn,, Clearbit, or some other tool – use these job titles, company characteristics, countries, etc. to narrow down your audience.

For outbound, use the criteria to make your list for outreach. You can use ZoomInfo,, Lusha, or others to filter down companies & contacts using the criteria you created. Now outreach to this niche audience with a specific message.

Every company is going to have slightly different columns. E.g. Some may not need “Integrations Required”.

What would you change about this template? Have you found success doing something similar?

(Click on the image to make it bigger. Or right-click the image & click “Open Image in New Tab” for a full-screen version.)

b2bmarketing outbound webstrategy

Unlocking Web Traffic Potential: Convert More Visitors with Tools like ServiceBell, Qualified, ZoomInfo, and HubSpot

Want to know who’s on your website? 
Want to proactively chat with them? 
Want to help Outbound have a list of higher intent accounts?

You can likely convert more web visitors & partner with Outbound by using these types of tools. 

(Note: this isn’t a full landscape of vendors that can do these; just a sample.)

Have you seen success or challenges with any of these?

ServiceBell, Qualified, ZoomInfo, HubSpot 👀