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HubSpot's Prospecting Agent can watch for buying signals and draft outreach, but it needs to know who to look for and why. This free workbook helps your team plan that before you switch anything on.
Plan your prospecting before you set it up
- 1Segments and buying groupsPick your top segments, then map every role in the buying committee, from economic buyer to gatekeeper.
- 2Buying signalsRate which signals matter for each segment, such as hiring, funding, leadership changes and website visits.
- 3Tools and LinkedInHow Apollo, ZoomInfo, Surfe, Sales Navigator and Breeze Intelligence compare, and a LinkedIn approach for each role.
- 4Messaging and a 30-day planOpening hooks and proof points for each role, then a week by week plan to get started.
Four steps behind every section
Each part of the workbook maps to one of these steps, whether you use it for new business, cross-sell or win-back.
Which tool fits which job
Once a signal fires you need the right people, fast. The workbook compares the main tools so you can pick what fits. You do not need all of them.
From blank workbook to prospecting with purpose
Work through it as a team
Set aside 45 to 60 minutes. Some sections you can do alone, but buying group mapping works best with your sales team.
Fill in the tables
Segments, buying groups, signal ratings, your tool stack, your first five target accounts and your messaging per role.
Set up Prospecting Agent
Use your answers to build the buying profile and signals in HubSpot, then follow the 30-day plan.
Start with your last five closed deals. Who was in the room or on the email thread at the end? That is your buying committee. Work backwards from real deals, not forwards from assumptions.
Want Prospecting Agent set up around your sales process?
We set HubSpot up as your data hub and configure agents like Prospecting Agent on clean, connected data, so they draft the groundwork and your reps spend their time on conversations.
Before you download
Do I need HubSpot to use it?
It is built around HubSpot's Prospecting Agent, but the framework of segments, buying groups, signals and messaging works with any CRM.
Do I need Apollo or ZoomInfo?
No. The workbook compares enrichment tools so you can choose what fits. You can start with LinkedIn alone.
Is this HubSpot's own material?
No. We wrote it from our own work setting up prospecting in HubSpot. It is not produced or endorsed by HubSpot.
How long does it take?
About 45 to 60 minutes if you work through it with your sales team.
Get your copy of the workbook
- PDF workbook with fill-in tables
- Segments, buying groups, signals and messaging
- A 30-day action plan to get started