1. Defining the Right ICP at Scale

Early outreach struggled because the ICP was broad and required refinement. Enterprise buyers vary heavily by industry, tech stack, internal maturity, and buying triggers. Narrowing down who to speak with, and why now - took time.

2. Messaging for Enterprise Buyers

Generic outreach does not work for CIOs, VPs of IT, Directors of Infrastructure, or Security leaders. Messaging needed to:

• Be highly contextual + value driven
  
• Avoid “vendor fluff”
  
• Clearly signal relevance and credibility in the first touch
  
  

3. Building an Offer That Resonates

Multiple lead magnets and angles were tested early on. Some failed. Others partially worked. The challenge was identifying which offers actually sparked enterprise-level conversations - not curiosity calls.

4. Maintaining Quality While Scaling Volume

66degrees didn’t want “random meetings.” Every meeting needed to involve:

• The right job titles
  
• The right company profile
  
  

A real business or technical initiative with a certain timeframe

Phase 1: ICP & Offer Discovery (Early Months)

• Extensive ICP refinement across industries, company sizes, and internal IT structures
  
• Testing of multiple lead magnets to identify which angles resonated with enterprise IT leaders
  
• Daily and weekly feedback loops between A-Sales and the SDR team
  
• Iterative message rewrites based on live reply data
  
  

This phase was intentionally iterative - and slower - to avoid scaling something broken.

Phase 2: Infrastructure & Signal-Based Targeting

Once early patterns emerged, A-Sales implemented a signal-driven outbound system:

• Clay-powered enrichment to detect:
  
  • Google Workspace vs Outlook environments
    
  • Company-level infrastructure signals
    
• Title-specific targeting, focusing on:
  
  • IT leadership
    
  • Infrastructure & cloud roles
    
  • Security and platform decision-makers
    
• Segmented messaging tailored by:
  
  • Industry
    
  • Role
    
  • Technical environment
    
    

This ensured outreach felt intentional, informed, and relevant - not automated.

Phase 3: Leveraged Follow-Up & Conversion Systems

To maximize conversion without manual overhead, A-Sales built a highly leveraged engagement engine:

• No-show re-hit campaigns to recover missed meetings
  
• Sub-sequences for interested prospects, automatically followed up every 2–3 days
  
• Separate paths for:
  
  • Soft interest
    
  • Technical curiosity
    
  • Active buying signals
    
• Weekly reporting and transparent performance tracking
  

Every prospect interaction fed back into optimization.

Pipeline Impact

• 100+ qualified enterprise meetings booked
  
• Consistent 5+ meetings per week at steady state
  
• Meetings booked with mid-market and enterprise organizations (ICP)
  
  

Lead Quality

• Meetings consistently involved exact job titles required
  
• Clear alignment between prospect needs and 66degrees’ services
  
• Reduced wasted calls and significantly higher sales efficiency

• Clay for real-time enrichment and signal detection
  
• Advanced outbound sequencing with role-specific copy
  
• Automated re-engagement flows for interested prospects
  
• Daily iteration cadence with SDR team huddles
  
• Weekly performance reporting with full transparency
  
  

Every component was built for scale, clarity, and continuous improvement.