Build today's prospecting list
Open the day with ten accounts ranked on fit, this week's intent and your own history with them, each with a verified contact, instead of a judgment call about where to start.
The conversation
Sample accounts and numbers, for illustrationYouBuild my prospecting list for today: rank the accounts in my book by ICP fit, intent this week and our CRM history with them, give me the top ten with the reason for each, and enrich the best contact at each with a verified email or number.
Unify4 checks · company data, intent, CRM and email
- Scored the 214 accounts you own against the ICP in your company context: segment, size and stack.
- Read this week’s intent: website visits, hiring from TheirStack, funding from Harmonic, news from PredictLeads.
- Read CRM and email history: past opportunities, replies, last touch and open deals.
- Removed customers and accounts with an open opportunity, then combined the three scores.
Here are today’s ten, from the 214 accounts you own. Each is ranked on fit, what the account did this week and what your CRM remembers, and the reason sits beside the name. The first five are below.
- 214
- accounts in your book
- 38
- with intent this week
- 10
- to work today customers and open deals removed
- 1Northwind Labs94
- 2Merridian Systems88
- 3Halden Robotics81
- 4Lumen Freight76
- 5Brightwell Health71
Rows 6 to 10 are in the saved list in the same format. Fit sets the floor: an account with a loud week and a poor fit does not make the ten.
YouEnrich the best contact at each of those five with a verified email or direct number, and tell me why that person.
Unify2 checks · contact waterfall
- Picked the person closest to the signal at each account.
- Ran the contact waterfall and kept only emails and numbers that verified today.
Done for all five. The contact is the person closest to the signal, not the most senior name on the account. All five have a verified work email and three have a direct number.
- Why these people
- Dana Whitfield runs support operations at Northwind and her team made the pricing visits. Tara Quinn is the new VP at Halden, three weeks in. At Merridian, Nils Berg was on the deal you lost and is still there.
- What was left out
- Two contacts came back with a personal address only and one number went to a switchboard. None of the three is on the list.
YouNow rank the same book only by what changed this week, and show me the signal behind each.
UnifyRanked on change alone, Merridian moves to first and one account from outside the top five comes in. Fit still sets the floor, so nothing here is a poor fit.
- MondayMerridian SystemsSeries C announced and four SDR roles posted the same day. First on change.
- TuesdayNorthwind LabsThird pricing-page visit in a week, this time with the security page.
- WednesdayCalloway LogisticsNew to this view: a head of support operations announced, per PredictLeads. Eighth overall, third on change.
- ThursdayBrightwell HealthTwo RevOps roles posted, per TheirStack.
Halden drops in this view: a VP who started three weeks ago is context now, not change.
YouGive me one line to open on for each of the top three, and send me this list every weekday at 8.
UnifyThree openers, each built on the reason the account ranked. The list is scheduled, and nothing reaches a prospect until you send it.
Northwind Labs · Dana Whitfield
Your team has been on our pricing page this week, and we last spoke in March about routing. Worth fifteen minutes to see what has changed since?
Merridian Systems · Nils Berg
Congratulations on the Series C. When we spoke last year the timing was wrong; with four SDRs joining, is it worth another look?
Halden Robotics · Tara Quinn
Three weeks into a new operations role is usually when the tooling gets reviewed. Could I show you how teams your size handle it?
Set up
- Daily list scheduled Every weekday at 8:00: your top ten with the reason and a verified contact, by email and in Unify.
- Exclusions saved Customers, open opportunities and accounts you touched in the last seven days stay off the list.
- Monday version for a team A manager can send every rep their own top ten each Monday, built the same way from each rep’s book.
The ranking is a starting order, not a verdict. Every row shows its reason so you can overrule it before you dial.
Starting the day, with and without Unify
Ten accounts chosen on fit, intent and history, with a contact ready, rather than a guess about where to start.
| Without Unify | With Unify |
|---|---|
| The day opens with a guess about which accounts look interesting | Accounts are ranked on ICP fit, intent this week and CRM history together, so the order is not a gut call |
| Fit lives in one tool, intent in another and the CRM history in a third, so nobody weighs all three | Each row names the reason it ranked, so the call has a reason to exist |
| The top of the alphabet gets worked and the bottom of the list never does | The ten to work today, in order, and nothing more |
| The contact still has to be found after the list is built | The best contact at each account arrives verified, so the list is ready to work |
Start from this prompt
Make it your own in Unify, then review the results.
Build my prospecting list for today: rank the accounts in my book by ICP fit, intent this week and our CRM history with them, give me the top ten with the reason for each, and enrich the best contact at each with a verified email or number.
What else you can ask for
The walkthrough is one path through this workflow. These are the turns people take most often.
- Find the top 10 accounts to work todayRank the accounts in my book by buying signals and tell me the top 10 to work todayTry in Unify
- Send every rep their accounts every MondayEvery Monday, send each rep on my team their top 10 accounts to work this weekTry in Unify
- Rank by what changedRank the accounts in my book by what changed recently and tell me the top ten to work today, with the signal behind each one.Try in Unify
How it changes by who you sell to
- Software
- Product and pricing activity outweigh firmographic fit, but fit still sets the floor. Ask Unify to rank pricing visits and trial activity highest among accounts above your seat floor, to count a past reply in the CRM as a plus, and to verify a work email for each.
- Financial services
- Leadership changes move accounts more than hiring does. Ask for new leaders and regulatory news to rank highest, and for hiring to count only when it names a system.
- Manufacturing
- Expansion and contract news are the signals that matter. Ask for new sites, new lines and contract wins to rank first, and for the plant each signal belongs to.
- Professional services
- Mergers and leadership changes set the timing. Ask for firm mergers, new practice leads and lateral hires to rank first, and for the partner behind each one.
- Healthcare
- Signals arrive in budget-cycle clusters. Ask Unify to weight recency within the account's fiscal year, and to rank system-level changes above changes at one facility.
- Retail and e-commerce
- Peak-season prep is the signal that should rank highest in autumn. Ask for platform changes, seasonal hiring and new store openings to lead the list from August on.
Next in signals and intent
+4Research intentAct on category and comparison researchSomeone reading comparison pages has moved past whether to buy and on to which one.
Hiring audiencesBuild an audience from hiring signalsFind accounts investing in the team you sell to and keep the job evidence with the audience.
+2Leadership changesCatch a new executive earlyNew leaders review what they inherited. That window closes fast.
Connect what this workflow uses
Each guide covers the connection, what Unify reads and writes, and what to check before the first run.
- Connect SalesforceAuthorize Salesforce in Unify, configure CRM field mappings, and choose when to enable writing.
- Connect HubSpotConnect HubSpot to Unify, map Company and Person fields, and plan CRM exclusions and supported write-back.
Connect GmailConnect Gmail to Unify for sequence emails and replies.
Connect OutlookConnect Microsoft Outlook directly to Unify.
Questions about this workflow
What goes into the ranking?
Three things: ICP fit from company data, intent this week from website visits, hiring, funding and news, and your CRM history with the account, such as past deals, replies and who owns it. Each row says which of the three carried it.
Why ten accounts?
Ten is a working day. The prompt returns the signal behind each one so you know what to open with.
Can I weight some signals over others?
Yes. Say which signals matter in your market and the ranking follows it.
Does it run every morning?
It can. Schedule it and the ranked list is waiting when you start.
Does the list come with contacts?
Yes. For the ten it keeps, Unify runs the contact waterfall on the best person at each account and verifies an email or number, so every row is ready to work rather than a research task.