14-Day Phone-Centric · Multi-Channel · Quarterly Motion
Every successful outbound motion is built on four non-negotiable pillars. When all four are strong, pipeline follows. When one breaks down, the whole system suffers.
Outbound starts long before the first call. It starts with a curated, scored list of ICP-matched accounts — filtered to the exact personas most likely to buy, enriched with verified contact data, and prioritized based on warm path signals. A bad list wastes every rep hour that follows. A great list multiplies every touchpoint.
Prospects don't respond to feature dumps or generic intros — they respond to reps who clearly understand their world and have a point of view on it. Every touchpoint should lead with a POV: what you believe is true about their situation, what most people get wrong, and why that matters to them specifically. The message is what earns the right to a conversation.
The best list and the sharpest message still fail in the hands of an undertrained rep. Outbound is a skill — it degrades without consistent practice and sharpens with deliberate repetition. Reps must own their tone, trust the process, and hold themselves accountable to the motion daily. Skill debt is the silent pipeline killer.
Most pipeline is lost not because the prospect wasn't interested — but because the rep stopped too soon. Qualified pipeline is built by reps who follow up with the same energy on Day 13 as they had on Day 1. Multi-channel persistence, done with relevance and respect, is what separates the reps who hit quota from the ones who wonder why their pipeline dried up.
Nail down exactly who we're going after before any outreach begins.
Each quarter begins with a curated list of 1,000 accounts matched against the ICP — scored, enriched, and ready for outreach.
Identify the right contacts at every account across both buying tiers.
Every contact is fully enriched and validated before a single touchpoint goes out.
All outreach is rooted in a point-of-view framework — three ready-to-deploy assets per rep.
POV-driven multi-touch email flow
Personalized DM messaging guide
Permission-based opener · Problem statement · Solution bridge
A phone-centric sequence threading across both tiers (T1 + T2) for multiple entry points into each account.
Quarterly targets that define what "winning" looks like.
Non-penetrated accounts are re-enriched and returned to rotation within six months. No high-fit account is permanently abandoned.
The motion resets each quarter with a refreshed account list — combining new accounts and recycled opportunities to maintain consistent pipeline coverage.
At this pace, the AE cycles through all 300 accounts within the 14-day sequence window — no account goes cold between touches. FrontSpin's power dialer makes 50–60 daily touches achievable in a 3–4 hour calling block.