• Review any new inbound leads coming from things like webinar or roundtable registrations, content downloads, and demo requests. Reach out to leads that fit within our ICP to schedule intro calls. • Reach out (email and LinkedIn) to HR and talent development leaders in a given market to drive attendance to an upcoming dinner we are hosting. • Research prospects that fit within our ICP to do outbound to in the afternoon. • Outbound (email, calling, LinkedIn) to decision makers at ICP target accounts. • Conduct discovery calls and/or demos with prospects to qualify leads. • Use tools like LinkedIn, leverage our Mento community, and get creative to find connections within our ICP target accounts. Ask for introductions to those connections.