Found → Monthly List → Connection Sent → Accepted → Locked ICP List → 4-Message Sequence → They Engage → Pipedrive

SIX LISTS:

Floating:

• MONTH-YEAR (new prospects found during active searches, gets updated each month)
• Archived / Dead (leads who never accepted + received in-mail with no response)

LOCKED ICP LISTS:

• Professional Services (Financial advisory, legal, accounting, real estate, insurance)
• Project-Based (Construction, architecture, engineering, IT Services, events)
• Mission-Driven (Non-Profit, foundations, community organizations)
• Agencies + PR Firms (Marketing agencies, PR Firms, Creative agencies, producers)

Step-by-Step Process

STEP 1 — FIND

Search Sales Navigator using your ICP filters (title, location, company size, industry). Review each profile before saving.

• Add qualified leads to your monthly floating list (e.g. June 2026)
• Do this daily or in dedicated weekly prospecting blocks
• Target: 25 new connection requests per day