Stop chasing 100 accounts (do this instead)

Hey there,

Most salespeople are drowning in their own prospect lists.

You've got hundreds of accounts, endless research tabs open, and you're sending generic messages hoping something sticks. Meanwhile, you're working 70+ hour weeks with nothing to show for it except exhaustion and missed family dinners.

Today’s Community Systems Spotlight by Jacob Karp (who has over 12 years of Enterprise Sales Experience) aims to fix that.

Here's what he covers:

• How to cut your target list by 80% and double your results

• The research framework that makes every outreach stand out

• A simple 10x10x10 system that generates 150 quality touches per week

7 Steps To Build A High-Converting Pipeline With Half The Effort

Here's the exact framework Jacob has used for 7+ years to consistently hit his pipeline goals:

Step 1: Select Your “Hyper Focus” Top 20

Stop treating all prospects the same; they're not.

Use your CRM data, AI tools, and any internal intelligence to score accounts based on ICP fit and propensity to buy.

Attributes like:

• Company size

• Tech stack

• Recent funding

• Product launches

• New Executives

• Growth indicators

Take your stack-ranked list and cut it down to your top 20 accounts.

These are your "hyper focus" targets that will get the majority of your time and energy.

Step 2: Deep Dive Account Research

For each “hyper focus” account, dig deep:

• How do they make money?

• Are they growing or shrinking?

• What new initiatives are they launching?

Look for business triggers that connect to what you sell.

This research becomes the foundation of everything that follows.

Bonus: Here’s a prompt I created for you to copy & paste into ChatGPT or Claude to make this dead simple.

Step 3: Build Your Point of View

Turn your research into a compelling business hypothesis about each account.

Create a 4-6 bullet point POV (point of view) that demonstrates you understand their business challenges and goals.

Step 4: Create Multi-Touch Messaging

Your POV becomes the backbone of your entire outreach campaign.

Break down your hypothesis into digestible pieces for multiple touchpoints.

This gives you ammunition for 5-8 different messages per account, all rooted in business value rather than product features.

Step 5: Map 10-15 Key Contacts Per Account

Build your internal network before you need it.

Identify both "below the line" contacts (managers and ICs who understand daily pain) and "above the line" decision makers.

Start with BTL to validate your POV and gather intel, then use that insight when you approach ATL executives.

Step 6: Execute The 10x10x10 Prospecting Model

Consistency beats perfection every single time.

Pick 3-5 accounts each week and hit them with 10 emails, 10 calls, and 10 LinkedIn messages minimum. That's 30 touchpoints per account, 90-150 total touches across your focus accounts.

Use multiple channels - email, calls, LinkedIn, video messages, etc. The key is sustained, intelligent persistence.

Step 7: Evaluate and Iterate

Set up weekly reviews to track response rates, meetings booked, and engagement.

Monthly, analyze which messaging resonates and which accounts are warming up.

Quarterly, make the hard decisions; if you've been hitting an account for 90 days with zero engagement, cut them loose and replace it with another account.

The data tells you where to double down and where to walk away.

If you want to go deeper, grab the full version of Jacobs’ Revenue of Repeat playbook here (43 pages of pipeline generation strategies for the modern seller)

That's it.

Here's what you learned today:

• Focus beats volume: 20 hyper-targeted accounts outperform 200 spray-and-pray prospects

• Research-driven POVs separate you from generic outreach that gets ignored

• The 10x10x10 model creates consistent pipeline activity without overwhelming your schedule

Stop trying to boil the ocean with your prospect list. Pick your battles, do the research, and execute with precision.

Community Systems Spotlight

Interested in having your system featured? Learn more here:

Hit reply or comment below and let us know why.

PS...If you're enjoying The Systematic Sales Leader, please consider recommending this edition to a friend.