What does your prospecting stack look like, and how do you actually use it?

Expect a stack of CRM, a sales engagement tool, a data and intent provider, LinkedIn Sales Navigator, and a conversation intelligence tool such as Gong. The differentiator is not the tools but the discipline: research per account, a cadence you finish, and a way to measure reply quality instead of send volume. Automation scales the sending; it does not make the message worth reading.

CRM is where the truth lives, a sequencing tool for cadence, Sales Navigator for mapping org charts and tracking job changes, a data provider for contact details, and Gong for reviewing my own calls. The job-change alerts are probably the highest-return thing in my whole stack: a champion who moves to a new company is the warmest lead I will ever get, because they already know what the product did for them. On personalization, I run tiers. Top twenty accounts get real research, meaning I read the earnings transcript or the job ads and write the first line myself. The next tier gets a strong template with one genuinely specific line. Below that, a clean relevant sequence and I accept a lower rate. I watch positive reply rate and meetings booked per hundred contacted, not emails sent, because sending more is the easiest number in the world to fake. When my reply rate drops, it is almost always because I have let the research slide and the messages have gone generic.