Industry excludes: Non-profit, E-Learning, Education, Financial Services, Higher Ed, Gov
Company excludes: All current Tenor customers pre-blocked
Scrape tool: Boomerang · Straight from LinkedIn = no retirees, 100% current · 15k+ contacts = ~15 weeks of pipeline at 1,000/week · Work through sequentially, never skip around
Thursday — Weekly Cadence
Strategy Meeting — Ricky + Felipe
Ricky defines which lists to build. Felipe receives brief and builds Thursday through Friday. Submits to TitanX on Monday. Scored lists return the following Monday ready to dial. Evergreen source: James's saved Sales Nav search scraped via Boomerang (15k+ contacts, all filters pre-applied, straight from LinkedIn = no retirees). Target: 1,000 contacts submitted to TitanX every Monday.
Ricky
Define list brief
Decide which sources to pull from this week. Evergreen Sales Nav, competitor scrape, or event list. Define volume split across three sources.
1
Confirm which competitor to scrape this week (rotate Valence, Uplimit, Yoodli)
2
Send brief to Felipe with source, volume, and any specific targeting notes
Felipe — Boomerang + Clay
Pull raw lists
Three sources. Evergreen via Boomerang scrape, competitors via Clay, events via CSV upload.
1
Evergreen (700/week): Use Boomerang to scrape James's saved Sales Nav search (15k+ contacts, all ICP filters pre-applied). Import CSV into Clay. Straight from LinkedIn = no retirees, 100% current data.
2
Competitor scrape (200/week): Paste competitor LinkedIn URL into Clay Company Followers table. Rotate weekly: Valence → Yoodli → Hyperbound → Second Nature → Mindtickle → Mursion.
3
Events (100/week when available): Upload attendee CSV from Ricky or Chloe directly into Clay. Flag for Lightning Scoring not Titan.
waiting for filtered list
Felipe — Clay (non-negotiable)
Title filter
Runs before enrichment. Nothing gets enriched without this step.
Block 5: Prepare and plan — log bad data, update HubSpot, prep tomorrow
not involved in dialing
Meeting Booked
Right person, right time. Deal created in HubSpot and passed to AE.
Log in HubSpot immediately.
Nurture
Right person, right company, not right timing. Salesfinity disposition triggers Amplemarket nurture sequence automatically.
Day 30 email · Day 60 LinkedIn · Day 90 warm call · Day 150 final email
Bad Data
Wrong number, retired, wrong person. Log in Slack with provider name. Expected TitanX rate 12 to 18 percent. Flag if above 18 percent.
Feeds into Friday provider review.
Friday — Weekly Cadence
Performance Review — Ricky + Felipe
Review connect rate per sequence. Flag bad data by enrichment provider. Check nurture pipeline for upcoming day 90 call tasks. Feed learnings into next Thursday strategy meeting. If bad data rate above 18 percent on any list, investigate provider before next submission.
Ricky — Daily Execution Structure
Block 1
Meeting Confirmations
Improve sit rate. Confirm all meetings in next 48hrs.
Block 2
Follow Ups + Nurture
10%+ conversation conversion. Highest ROI activity of the day.
Block 3
P1 Cold Dials
25%+ connect rate. 8 to 10 conversations per hour target.
Block 4
P2 Cold
Coverage. LinkedIn first then phone.
Block 5
Prepare + Plan
Close the loop. Log bad data, update HubSpot, prep tomorrow.
Track 2
Amplemarket Signal Engine
Warm outbound triggered by live buying signals. Ricky owns review and sequencing. Duo writes and sends automatically once approved.
Signal
new leader
L&D or Talent leader just started a new role. First 90 days. Blank slate. Actively building their stack.
excited to join · thrilled to join · just joined · new role · just started · starting my new chapter · honored to join · proud to join · day one · week one · first week · officially joined · recently joined · newest member
Signal
new program
Just announced a new manager or leadership program. Mid-build. Thinking about reinforcement and behavior change.
just launched · kicking off · rolling out · introducing · new program · manager academy · leadership academy · new cohort · new initiative · excited to announce · proud to share · we built · officially live · now live · pilot program · cohort based
Signal
review cycle
Posting about or engaging with performance review or compensation conversation content. Mid-cycle or about to be.
performance review season · mid year review · annual review · compensation conversation · review cycle · calibration session · performance conversations · feedback season · comp cycle · merit cycle · year end review · performance calibration
Signal
team scaling
Rapid headcount or team growth. New managers being promoted without being prepared. Classic Tenor use case.
we are growing · rapidly growing · expanding our team · scaling our team · headcount growth · doubling our team · tripling our team · rapid growth · aggressive growth · hypergrowth · hyper growth · scaling fast · growing fast
Signal
linkedin keywords
ICP titles posting about, commenting on, or reacting to manager development or AI in learning content. Tracks authors, commenters, and reactors.
manager training · difficult conversations · performance conversations · feedback culture · new manager · first time manager · manager enablement · manager development · leadership program · behavior change · manager confidence · performance cycle · AI for learning · AI coaching · AI leadership
Signal
job openings
Company hiring for L&D roles = budget moving and function growing. Reach out to the existing L&D leader, not the open role.
Director of L&D · VP of L&D · Head of L&D · Talent Development Manager · Leadership Development Manager · Director of OD · Manager Enablement · People Development Manager
Title Filter
Director · VP · Senior Director · Head of — L&D, Talent Development, OD, Leadership Development, Talent Management only. No CHRO, CPO, TA, HRBP.
Automation Rule
Do not autopilot yet. Ricky reviews each lead manually before Duo fires. Build trust in signal quality first, then unlock automation.
Sequence Structure
Day 1 email under 100 words, soft CTA only. Day 4 one to two sentence bump. Day 10 breakup. Plain text. Lowercase subject under 5 words. No em dashes.