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Sales Intelligence: Data-Driven Prospecting

Stop prospecting blind. Use firmographic data, intent signals, technographic intelligence, and visitor behavior to prioritize accounts most likely to buy.

👤 Instructor: James Thorpe ⏱ 2.5 hours total 📹 10 lessons ✓ Always free
Start Lesson 1 → Try Kopimore Free

What You'll Learn

Build a multi-signal account prioritization model
Use technographics to identify high-fit buyers
Layer hiring signals into your outreach timing
Read intent signals to find in-market accounts
Combine visitor data with third-party intelligence
Build and maintain a dynamic target account list
Prioritize outreach across 100+ accounts efficiently
Measure prospecting efficiency improvements

Course Curriculum

1
The Data Stack for Prospecting
What firmographic, technographic, and behavioral data are — and how they stack together
Free ›
2
Intent Signals Explained
First-party vs third-party intent and why visitor data beats both
Free ›
3
Building the Account Score
Create a weighted score that ranks accounts by likelihood to buy
Free ›
4
Technographic Targeting
Use tech stack data to find accounts that are pre-qualified by their tools
Free ›
5
Hiring Signal Intelligence
Why job postings are a leading indicator of purchase intent
Free ›
6
Visitor Intelligence Layer
Add real-time website visit data to supercharge your account scores
Free ›
7
Dynamic Account Lists
Build lists that update automatically as signals change
Free ›
8
Prioritizing at Scale
Manage 100+ target accounts without letting any fall through the cracks
Free ›
9
Coordinating with Marketing
Use intelligence data to align sales outreach with marketing plays
Free ›
10
Measuring Prospecting ROI
Track how intelligence-driven prospecting improves pipeline quality
Free ›
🏆
Sales Intelligence Certified
Complete all 10 lessons to earn your certificate
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Course Details
LevelAdvanced
Duration2.5 hours total
Lessons10 lessons
CertificateYes
PriceAlways Free
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Lessons in This Course

A complete walkthrough of every lesson — read in order or jump to whichever topic matters most to your team right now. Each lesson stands on its own; together they form an end-to-end working playbook you can apply this quarter.

  1. 1
    The Data Stack for Prospecting
    The Data Stack for Prospecting. Modern B2B prospecting is a data problem before it's an outreach problem. The reps who consistently outperform don't have…
  2. 2
    Intent Signals Explained
    Lesson 2 of 10 in Sales Intelligence: Data-Driven Prospecting. Intent Signals Explained.
  3. 3
    Building the Account Score
    Lesson 3 of 10 in Sales Intelligence: Data-Driven Prospecting. Building the Account Score.
  4. 4
    Technographic Targeting
    Lesson 4 of 10 in Sales Intelligence: Data-Driven Prospecting. Technographic Targeting.
  5. 5
    Hiring Signal Intelligence
    Lesson 5 of 10 in Sales Intelligence: Data-Driven Prospecting. Hiring Signal Intelligence.
  6. 6
    Visitor Intelligence Layer
    Lesson 6 of 10 in Sales Intelligence: Data-Driven Prospecting. Visitor Intelligence Layer.
  7. 7
    Dynamic Account Lists
    Lesson 7 of 10 in Sales Intelligence: Data-Driven Prospecting. Dynamic Account Lists.
  8. 8
    Prioritizing at Scale
    Lesson 8 of 10 in Sales Intelligence: Data-Driven Prospecting. Prioritizing at Scale.
  9. 9
    Coordinating with Marketing
    Lesson 9 of 10 in Sales Intelligence: Data-Driven Prospecting. Coordinating with Marketing.
  10. 10
    Measuring Prospecting ROI
    Lesson 10 of 10 in Sales Intelligence: Data-Driven Prospecting. Measuring Prospecting ROI.

All lessons are free and self-paced. Bookmark this page to come back any time — your progress through the academy is private to your team.

How to Get the Most Out of Sales Intelligence: Data-Driven Prospecting

Every Kopimore Academy course is designed to be read in any order. If you're new to visitor intelligence, work through the lessons sequentially — they build on each other and give you a full mental model by the end. If you're already running a program and need to plug a specific gap (say, alert routing or CRM activation), jump straight to the lesson that addresses your problem.

Each lesson is paced for a single 10-to-15-minute reading session. There's no homework, no quiz, and no signup wall between you and the content. We've structured the academy this way because the marketing and revenue operators we work with don't have time for a 6-week bootcamp — but they do have time to absorb one focused lesson on the train, between meetings, or at the end of a workday.

Where the course references a Kopimore product feature (visitor identification, intent search, audience segments, alert routing), we link directly to the in-product documentation so you can apply the lesson the same day you read it. If you don't have a Kopimore account yet, you can read every lesson without signing in — the practical examples are written so you can implement them on whatever platform you currently use.

Have a question while reading? Email the academy team at academy@kopimore.com — we read every message and feedback loops directly into how the next revision of these lessons gets written.