How to hand your seller a warm lead list every week

Your BDR is grinding. Cold calls. Cold emails. Working through territory lists alphabetically. Maybe they're using a database of "fit" accounts—companies that match your ICP but have shown zero interest.

The result? 2% connect rates. Maybe 3% on a good day. Demoralized reps. Wasted time.

Here's the problem: They're interrupting people who aren't thinking about you.

Here's the solution: Give them a list of people who are already researching you. People who viewed your CEO's profile. People who are actively interested right now.

This playbook shows you how to pull a weekly warm lead list from Mavin, prioritize it strategically, and hand it to your BDR so they can focus on people who actually care—resulting in 60% better response rates and meetings that actually book.

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The Problem: Cold Lists Don't Work

Your BDR has a list. Maybe it's their territory. Maybe it's accounts that "fit" your ICP based on firmographics.

They work through it. Calling. Emailing. LinkedIn messages. Repeat.

The connect rate: 2-3% if they're lucky.

Why? Because they're interrupting people. No one on that list asked to hear from them. No one was thinking about your product. Your BDR is trying to create interest from scratch.

What happens:

• BDR burns through 100 calls to book 2 meetings
• They get demoralized
• They start phoning it in
• Your pipeline suffers

What they need: A list of people who are already interested. People who are actively researching you, your team, or your product right now.

That's what Mavin gives you.

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The Solution: Warm Leads Based on Real Behavior

Mavin tracks when prospects research you. When they view your CEO's LinkedIn profile. When they check out your Head of Sales. When multiple people from the same company are all researching different members of your team.

These are warm leads.

Not "warm" because they downloaded a whitepaper six months ago. Warm because they were researching you this week. Maybe yesterday.

As a sales leader, you can:

• Pull a weekly list of everyone who's been researching you
• Filter by territory or account tier
• Prioritize strategically (keep the best ones for yourself, hand the rest to your BDR)
• Give your BDR a list of 20-50 people who are already interested

Your BDR reaches out with context. Not cold. Not generic. They reference the actual behavior: "Saw you were checking out our CEO on LinkedIn..."

The result: 60% better response rates. More meetings booked. BDRs who stay motivated because their work actually produces results.

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The Workflow: Weekly Warm Lead List

Step 1: Pull the Weekly Report (10 minutes)

When: Monday morning. Or whatever day makes sense for your cadence.

What to do: Open Mavin and pull a report of all signals from the past week (or past few days—your choice).

You'll see:

• Everyone who viewed profiles on your team
• Which companies they're from
• Whether they're target accounts or ICP matches
• Job titles, contact info, LinkedIn profiles
• How many times they viewed
• Whether multiple people from the same company are researching

Export the list. You'll get a CSV or spreadsheet with all the details.

Step 2: Filter and Prioritize (10 minutes)

Now you decide: Who gets what?

Filter by territory or account tier:

• If you have multiple BDRs, split the list by their territories
• If you have account tiers (Enterprise, Mid-Market, SMB), segment accordingly

Prioritize strategically:

Use the same framework from Playbook #1:

1. Target ICP + Target Account (already in pipeline, perfect fit)
2. Target Account (in pipeline, researching you)
3. Target ICP (perfect fit, not in pipeline yet)
4. Interesting Person (worth exploring)

But also consider:

High-value signals → Keep for yourself or partner with leadership

If someone senior at a strategic account viewed your CEO's profile multiple times, don't hand that to the BDR. Handle it yourself. Or partner with your CEO to do joint outreach.

Example: VP of Sales at a Fortune 500 company viewed your CEO's profile 3x this week → Your CEO reaches out directly.

Volume signals → Hand to BDRs

If you have 40 warm leads this week and 10 are ultra-high-value, keep those 10. Hand the other 30 to your BDRs to work.

Step 3: Hand Off the List (5 minutes)

How you hand it off is up to you:

• Slack message with the CSV attached
• Email with instructions
• Shared Google Sheet
• Assign in CRM if your system supports it

What to include:

• The list (names, companies, contact info, LinkedIn profiles)
• Context: "These people have all been researching us this week"
• Prioritization guidance: "Focus on the Target Accounts first"
• Expectations: "Reach out to all of these by end of week"

Make it clear: These are warm leads. They should reference the behavior when reaching out.

Step 4: BDR Works the List (All Week)

Your BDR gets the list Monday. They work it Monday-Friday.

Realistic volume: 20-50 leads per week, depending on how many people are researching you.

Daily pace: 5-10 outreach touches per day. Calls, emails, LinkedIn messages—whatever works.

They prioritize within the list using the same framework:

• Target ICP + Target Account first
• Then Target Account
• Then Target ICP
• Then Interesting Person

They reach out with context. This is critical. Don't treat it like a cold list.

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The Outreach: Use the Context

Bad (treating it like a cold list):

"Hi [Name], I'm reaching out because I think [Company] would be a great fit for [Product]. Do you have 15 minutes this week?"

Generic. Cold. Ignores the signal.

Good (acknowledging the behavior):

"Hey [Name], saw you were checking out [CEO Name] on LinkedIn and wanted to reach out. We help companies like [Company] with [specific problem]. Worth a quick call to see if it's relevant?"

Short. Direct. References the behavior without being creepy.

Even better (if multiple people from same company):

"Hey [Name], noticed a few people from [Company] have been researching our team this week—figured there might be some interest. We help with [X]. Worth a 15-minute call?"

Acknowledges that it's not just them—it's a broader conversation happening at the company.

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Why This Works

Your BDR Isn't Interrupting

They're reaching out to people who were already thinking about you. Not cold. Not random. Warm.

60% Better Response Rates

Cold outreach: 2-3% response rate.

Warm outreach (based on Mavin signals): 5-8% response rate.

That's 60% better. Sometimes more.

Why? Because you're reaching out when they're already interested.

BDRs Stay Motivated

Nothing kills a BDR's morale faster than grinding through cold lists with no results.

When they're working warm leads and actually booking meetings, they stay motivated. They see their work produce results.

You Keep the Strategic Ones

As the sales leader, you're not handing every lead to the BDR. You're keeping the ultra-high-value signals for yourself or partnering with leadership (CEO, CTO, etc.) to handle them strategically.

This means you're still involved in the most important deals, but your BDR is handling the volume.

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Common Mistakes to Avoid

Mistake #1: Not Doing It Consistently

You pull a list once. It works great. Then you forget to do it the next week.

Your BDR goes back to cold lists. Results drop. Morale tanks.

Fix: Make it a weekly ritual. Every Monday (or whatever day), pull the list. It takes 20 minutes. Just do it.

Mistake #2: Treating It Like a Cold List

Your BDR gets the list and ignores the context. They send generic cold messages.

Fix: Coach them. Make it clear: "These people were researching us. Reference that in your outreach."

Mistake #3: Letting the List Get Stale

You pull a list on Monday. Your BDR doesn't touch it until the following Monday. Now the signals are two weeks old. The prospect has moved on.

Fix: Set the expectation. "Work this list by end of week. Signals decay fast."

Mistake #4: Overwhelming Your BDR

You give them 100 leads in one week. They can't possibly reach out to all of them with quality.

Fix: Be realistic. 20-50 leads per week is manageable. If you have more signals than that, keep the best ones for yourself or split across multiple BDRs.

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The Result: Meetings That Actually Book

What happens when you do this every week:

• More meetings booked: Your BDR goes from 2-3 meetings per week (on cold lists) to 5-8 meetings per week (on warm lists)
• Higher response rates: 60% better than cold outreach
• Motivated BDR: They see their work produce results, so they stay engaged
• Better pipeline quality: You're talking to people who are actually in-market

The realistic outcome:

If you hand your BDR a warm lead list every week—20-50 people who've been researching you—they'll book more meetings in a month than they did in a quarter working cold lists.

Not because they're working harder. Because they're working smarter.

They're reaching out to people who are already interested. They're just making it easy for them to respond.

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Quick Reference: The Weekly Workflow

Monday 9:00am - 9:10am: Pull Mavin report for past week, export list

Monday 9:10am - 9:20am: Filter by territory/account tier, prioritize (keep high-value for yourself, hand rest to BDR)

Monday 9:20am - 9:25am: Hand off list to BDR via Slack/email with instructions: "Reach out by end of week, reference their research"

Monday - Friday: BDR works through list (5-10 per day), prioritizes using framework, reaches out with context

Friday: BDR reports back on meetings booked

Next Monday: Repeat