How do you build lead lists and what are the economics behind your pricing model?
- Cormac Repman
- 1 day ago
- 3 min read
We use a combination of LinkedIn Sales Navigator, Apollo, and cloud agents to identify target accounts and the right decision makers within them. To maximize deliverability, we waterfall through 13 different data providers to find mobile numbers for our enriched leads. We operate on thin margins by design: it costs us approximately $0.55 per lead, but we charge just $0.50 per mobile-enriched lead as a loss leader, because higher-quality lead data drives more qualified meetings for you.
How We Build Lead Lists
Our process starts with identifying your ICP using LinkedIn Sales Navigator and Apollo. We pull target account lists based on company size, industry, technology stack, and hiring signals. Then our cloud agents systematically work through each account to find the right buyer personas: typically VPs, Directors, or C-suite executives based on your product and sales cycle.
Once we've identified the people, we move to the enrichment phase. This is where most lead providers stop and send you incomplete records. We don't. We take each identified prospect and run them through 13 different data sources in a waterfall sequence. The first provider might have a mobile number; if not, we try the second, then the third, and so on until we have a complete profile.
Why the 13-Provider Waterfall?
No single data provider has complete coverage. LinkedIn might show their profile but not their phone. Apollo might have an email but outdated mobile data. A specialized telecom database might have the number but require expensive per-lookup fees. By running each prospect through our full stack, we achieve 80-85% mobile deliverability on qualified leads, compared to the 40-50% you'd typically get from a single provider.
The cost adds up quickly. Each data source charges differently: some per API call, some per successful match, some flat monthly fees. Across all our lookups and matches, the true unit economics average $0.55 per enriched lead.
The Pricing Model and Unit Economics
Here's where we diverge from typical lead-gen companies. Rather than mark up our cost three or four times, we charge $0.50 per lead. Yes, that's a loss leader. We're actually operating at a slight loss on the lead cost alone.
We do this deliberately because we've measured the correlation between data quality and booking outcomes. A qualified lead with a verified mobile number, current title, and accurate company information converts to a booked meeting at roughly 3 to 4 times the rate of incomplete records. For you, that means fewer lead dollars wasted on bounced calls and outdated contact info.
We make our margin on volume and partnership depth. When you book more qualified meetings, your sales team closes more deals. You spend more with us, and we can run a sustainable business at lower per-unit pricing. It's the opposite of the lead-gen race to the bottom.
What You're Really Buying
You're not just buying names and numbers. You're buying veracity. Our leads come with job titles verified against LinkedIn, company information current as of last month, and mobile numbers tested through our delivery pipelines. We've already filtered out job titles that don't match your ICP, removed obvious gatekeepers, and excluded companies that don't fit your target profile.
This focus on quality is why we can confidently charge $0.50 per mobile-enriched lead while competitors are padding lists with quantity over quality.
Ready to see how this translates to qualified meetings for your business? [Book a call](https://cal.com/cormac) to walk through your ICP and estimate monthly volumes.
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