Build Your Prospect Universe with AI

SOUND FAMILIAR?

How Most Prospecting Lists Get Built

You need more pipeline, so you open the CRM and start searching.

• The CRM Is a Mess

  You find seven copies of the same contact, half of them out of date, and no way to tell which one is real.

• Everyone Buys the Same List

  You pull fresh contacts from ZoomInfo or Apollo by industry and headcount. So did your competitors. Those buyers heard from all of you this week.

• No Reason to Reach Out

  The list shows who fits on paper, not who has the problem right now. Reps write “just checking in” and go back to the accounts they already know.

SEE THE DIFFERENCE

Which Prospect Would You Rather Call?

Say you sell a program that gets new sales reps productive faster. Both companies pass the same filters. Only one has a reason to talk to you this month.

• Prospect A

  What the database gives you

  • Industrial equipment distributor, 240 employees, Midwest
  • VP of Sales, verified email
  • Already in your CRM three times under different spellings
  • Emailed by your team twice last year, no reply

  Fits the filters. Nothing says now.

• Prospect B

  The same profile, with signals layered in

  • Industrial equipment distributor, 260 employees, Midwest
  • Hired a new VP of Sales 45 days ago
  • Posted four inside sales jobs in the last month
  • Opened a second branch in Ohio in August

  Same filters. Three reasons to call this week.

Finding Prospect B on purpose, again and again, is what this workshop teaches.

WHAT WE’LL COVER

Five Steps, Two Hours

We teach the method and walk through finished examples at each step, with the inputs, the outputs, and what each one cost.

1. 1

   Define Your Universe

   Go past industry and headcount to describe who you really sell to, and find sources beyond the big databases.
2. 2

   Find Who’s In-Market

   Pick the buying signals that matter for your offer, and learn where to find each one.
3. 3

   Build and Enrich the List

   The workflow from accounts to contacts, the tool options, and what it really costs.
4. 4

   Get It Used

   Turn a list into conversations with a first play your reps will run.
5. 5

   Make It a Team System

   Share the context and the workflows so the list rebuilds every month without starting over.

YOUR HOSTS

From Running Marketing and Sales to Building with AI

Prospecting sits between marketing and sales. Most AI advice comes from one side or the other. We each spent a career on one side, then learned to build the systems ourselves.

• 

  THE MARKETER

  Patrick Schaber

  Founder | AI Consultant & GTM Engineer

  Then

  25 years running B2B marketing and revenue teams

  Now

  Builds the systems GTM teams scale on

  Pat spent 25 years running B2B marketing and revenue teams across SaaS and hardware, in markets around the world. He grew inbound revenue 118% in B2B SaaS and learned what a system has to do before a team will actually use it. Now he works with AI to help go-to-market teams scale, building those systems, testing them on real data, and handing them over so the team runs them every week.

  In the session: defining your universe, finding who’s in-market, and building the list.

• 

  THE SELLER

  Ryan Burt

  CEO, Root Layer

  Then

  Cold caller to SVP, perennial President’s Club winner

  Now

  Builds AI into how sales teams already work

  Ryan has sat in every seat in sales. At USI Insurance Services he went from cold caller to outside sales to SVP leading growth for the Minnesota practice, where he built and coached the sales team and owned the number. Two years ago he went all in on AI and started Root Layer. He builds AI into the way sellers already work, so the team actually uses it.

  In the session: getting the list used by your reps, and making it a system your team runs every month.

WHO IT’S FOR

Built for the People Who Own Pipeline

• Sales Leaders and Sellers

  You want your team spending time on accounts that fit and are ready, with a reason to reach out.

• Marketing and Demand Gen

  You own the target account list, and you want it built on more than industry and headcount.

• Founders Running GTM

  You’re still the one deciding who to go after, and you want a system before you hire for it.

THE DETAILS

One Session, Two Hours

$99 / person

Live and virtual on Wednesday, December 9, 2026, 11:00 a.m. to 1:00 p.m. Central. Recording included.

Reserve Your Seat

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