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Lead Source Map for 2026

Day 7 of 30 · B2B Sales 2026 Masterclass

Pick 3 focus channels (outbound, inbound, partner/event/community) and run measurable experiments.

Learning Goal

  • Select 3 primary channels aligned to your ICP.
  • Create a channel brief: resourcing, metrics, 2-week test.
  • Set a minimal pipeline goal per channel.

Why It Matters

  • Scattered channels = noise and wasted time.
  • Focus + experiment = fast learning and cutoff for weak channels.
  • ICP-fit channel choice improves response rate.

Explanation

Main channels

  • Outbound: list + message + follow-up.
  • Inbound: content, lead magnet, SEO/SEM.
  • Partner/event/community: co-webinar, meetup, professional group.

Channel brief

  • ICP fit, resource (time/budget), cadence.
  • Metrics: replies, meetings, SQL conversion.
  • Cutoff rule: when you stop/adjust.

Examples

Bad: 6 channels at once, no metrics, no cutoff.

Good: 3 channels, each with a 2-week test, target: 15 replies / 5 meetings / 2 SQL.

Guided Exercise (10–15 minutes)

  1. Write channel briefs for 3 channels (outbound, inbound, partner/event/community).
  2. Set 2-week goals: replies, meetings, SQL per channel.
  3. Define the cutoff rule (when you stop or change).

Independent Exercise (5–10 minutes)

Pick one channel and write 3 concrete actions for the next 48 hours.

Self-check

  • 3 channels selected.
  • Channel brief + goal + cutoff ready.
  • 3 immediate actions for one channel.

Optional Deep Dive