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Point One Zero built a prospect scoring and sales intelligence program for a construction management firm. The firm had 5,000 prospects and a sales team that could work only a fraction of them well. We ranked every prospect on fit and public buying signals and gave sellers a brief and a project-specific first message for each account at the top.
Every prospect received the same effort and the same pitch, whether or not it had a project coming. Sellers could not see which owners were about to build, so timing depended on luck. Outreach described the firm's services instead of the buyer's situation.
We scored every prospect on fit with the firm's past projects and on public signals of upcoming work, including permits, approved capital plans and funded expansions. We researched the highest-ranked accounts and wrote a one-page brief for each covering the likely project, the people who decide and the proof that would matter to them. Each brief came with a first message tied to the prospect's own project, reviewed before sending.
Sellers work a ranked shortlist instead of a list of 5,000 names, and each conversation opens with something specific to the buyer. Reply and meeting results feed back into the scoring, so each new list is sharper than the last.
Prospects compared against the firm's past projects.
Permits, capital plans and funding tracked as signs of upcoming work.
A one-page view of the project, the decision makers and the relevant proof.
Outreach opens with the prospect's own situation.
Sellers work a ranked shortlist instead of a list of 5,000 names.