In this episode, Eric Wiegand and Caspian Lewke break down one of the most overlooked parts of outbound: list building.

They get into why most prospect lists fall flat, the difference between a total addressable market and a truly usable outbound list, and how to think beyond basic filters like industry, revenue, and headcount. The conversation covers intent signals, technical fit, lead scoring, prioritization by deal size, and the tools they use to turn a broad TAM into a focused list worth working.

They also share real examples of “sales that doesn’t scale,” including ultra-targeted gifting, scraping creative signals, and where experimentation can go very right or very wrong.

Plus:

• Why most lists are too broad to be useful

• How to move from possible → probable → likely accounts

• Intent signals that actually matter

• How AEs should prioritize time across large, medium, and small accounts

• Tools like Sales Navigator, Apollo, Clay, HubSpot, RB2B, and more

• A debate on whether Starburst counts as a gummy

• Eric’s dream of the self-driving RV

Next episode: a special guest from Nooks joins to talk cold calling.