SIZE ............. right revenue band
SITUATION ........ matches the trigger
TRIGGER ........... buying now, not someday
Most pipelines aren't thin. They're full of the wrong accounts: too small to matter, too big to move fast, or simply not feeling the pain yet. THE LIST teaches you to define your ideal customer by size, situation, and the trigger that makes them buy now, then rank every prospect against it. Cut the bad fits on purpose, and walk into Monday with a real hit list instead of a guess.
One-time payment. Included free with The Foundation OS at $399/month.
Most sellers treat prospecting as a numbers game: more calls, more names, more activity. But activity isn't the problem. Misdirected activity is. THE LIST is the discipline of deciding who deserves your time before you ever pick up the phone.
You call whoever comes to mind first, not whoever fits best. Half your week goes to accounts that were never going to buy.
Without a definition of size, situation, and trigger, every account looks the same. You can't rank what you haven't defined.
You know an account isn't a fit but you leave it on the list anyway. Every hour on a dead prospect is an hour not spent on a live one.
This course is step one of the 8-step process taught across The Foundation. It pairs directly with The Hunt, which turns your list into outreach and coverage, and The Recon, which turns a confirmed name into real prep.
Size, situation, and the trigger that makes an account buy now instead of someday.
A repeatable way to rank prospects against your definition, not a gut call.
Bad-fit prospects cut on purpose, so Monday starts with a real list instead of a guess.
Not a list you buy. The actual method for defining your ideal customer and ranking your own prospects, ready to use on your very next Monday.
Not sure yet? Start with The Blueprint, our full foundation course, free. No card, no trial clock. Or join The Foundation OS and put The Pipeline Promise behind your whole system: do the work, and if your pipeline is not moving after 30 days, a 1:1 session with Daniel is on us.
Daniel Shand has spent 20+ years selling B2B, cold call to closed contract. $100M+ in career sales. Dozens of pipelines built from $0 to $1M+. He runs two live coaching sessions every week, coaching sellers through the same process taught in this course.
THE LIST is step one: deciding who belongs on your list before you ever reach out. The Hunt is the outreach and pipeline coverage that follows. The Recon is the research you do once a name is confirmed. Do them in that order and each one gets easier.
No. This course teaches you how to define your own ideal customer and rank your own prospects, not a generic list you buy and forget. The list is only as good as the definition behind it, and that is what you build first.
It will. The definition you build in this course is a starting point you revisit, not a rule carved in stone. When the market shifts, you rebuild it with the same worksheet.
Every hour spent on a bad-fit prospect is an hour not spent on a real one. Cutting a bad fit is not giving up on a deal. It is protecting the time you need for the deals that can actually close.
We do not do cash refunds and we do not hide it. We do something better: start free with The Blueprint, and inside the OS, The Pipeline Promise means a free 1:1 with Daniel if your pipeline is not moving after 30 days of doing the work. We coach you until you are unstuck.
Define your ideal customer this week. Rank your prospects against it. Walk in Monday with a hit list instead of a hope list.
Get THE LIST · $399More Sales. More Money. Less Stress.