A custom ICP list turned 10,000 prospects into a 6% reply rate
The client: A SaaS company that needed qualified meetings with buyers who matched its ideal customer profile.
The problem with off-the-shelf lists
Database exports from tools like Apollo and ZoomInfo are the same lists every competitor is emailing. Filters get you close to an ICP, but they also pull in companies and contacts that only look right on paper.
What we did
1. Built the ICP list ourselves
Instead of exporting a list, we built a custom one around the client’s ideal customer profile, so every prospect was a real fit rather than a filter match.
2. Contacted 10,000 prospects
The campaign reached 10,000 prospects from that list, each one chosen for the client’s ICP.
3. Turned replies into meetings
Positive replies were qualified and turned into meetings for the client’s sales team.
The proof
Out of 10,000 prospects, 6% replied and 2%, around 200 prospects, became qualified meetings.
Key takeaways
The list decides the result. A custom ICP list reaches people the standard databases miss or mislabel.
Better fit means fewer emails for the same number of meetings.
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