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Prospecting

Find, score, and manage prospects before they become deals.

Overview

The Prospecting page is where sales reps and managers manage early-stage prospects — companies that haven't entered the deal pipeline yet. Prospects are accounts with a lifecycle status of Prospect or Assessment.

ICP Scoring

Every prospect is automatically scored against your Ideal Customer Profile (ICP). The score (0-100) is based on employee count, industry, current IT situation, compliance needs, tech stack fit, and location. High-ICP prospects (70+) are highlighted in green.

Working a Prospect

Click any prospect name to open the slide-over panel — or the prospect’s row to jump into Focus Mode. From either view you can:

  • View ICP score and company details (employees, website, IT situation)
  • See the primary contact with email and call buttons
  • Log activity — record calls, emails, meetings directly from the panel
  • View outreach history — chronological timeline of all logged touchpoints
  • Advance the engagement stage — Initial Contact → Attempting to Connect → Connected (configurable)
  • Qualify — opens a dialog to create a Deal and graduate the prospect to your pipeline. The Deal inherits the prospect’s lead source and owner; pre-fills name, type, MRR estimate, expected close date for confirmation. If an open deal already exists for the account, you’re routed there instead of creating a duplicate.
  • Disqualify — opens a reason picker (Wrong Fit / No Budget / Has Internal IT / Locked Into Competitor / etc.) plus optional notes. The reason is saved on the account so you can see why it didn’t move forward; reactivate later by changing the engagement stage back.

Adding a single prospect manually

Click Add prospect on the prospecting page (or the New prospectbutton on My Breadbox in Sales mode) to open a focused form. Captures the company + primary contact in a single step:

  • Company: name, industry, employee count, website, phone, location, current IT situation, lead source, pain points
  • Primary contact: first/last name, email, phone, job title (optional but recommended)
  • ICP score computed automatically from industry, employee count, IT situation, and location
  • Auto-defaults: lifecycle = PROSPECT, sales rep = current user, sales stage = your default (Initial Contact)

The form intentionally hides AM-focused noise (SLA tier, MRR, vCIO, compliance frameworks). Those become relevant only after the prospect qualifies and graduates to a Deal.

CSV Import

Click Import to upload a CSV file of prospects. The import wizard will:

  1. Parse your CSV and detect columns automatically
  2. Let you map CSV columns to Breadbox fields (Company Name, Contact Email, Industry, etc.)
  3. Preview the first 10 rows before importing
  4. Auto-calculate ICP scores and create contacts
  5. Skip duplicate company names

Bulk Actions

Select multiple prospects using checkboxes to assign them to a rep or disqualify them in bulk.

My Breadbox Integration

Sales reps see their assigned prospects in the right column of My Breadbox, alongside their open deals. Clicking a prospect opens the same slide-over panel.