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  • Online
Rolling Calender

Lead Finder: Corporate Membership

Target the right businesses, not just the loudest
Dates | Season pass
Dates | Season pass

Smarter Outreach Starts Here

If your approach to corporate membership or sponsorship still relies on cold emails, directories, or old event lists, you’re not alone. Many membership organisations know their offer has value, but don’t have a clear way to find or prioritise the right-fit companies.

This workshop is designed for business development, partnerships, and income generation teams who want to build smarter prospect pipelines. We’ll show you how to use tools like HubSpot Free and Research Intent to identify companies already showing interest in your space, and how to filter and segment your outreach based on actual demand and alignment.

Ideal for organisations that want to improve corporate recruitment and engagement without relying solely on personal networks or volume-based outreach.

When?
Rolling Calender
Location
  • Online
Event type
Sector
Tags

What You’ll Learn

This workshop is about helping you find companies that are already aligned with your mission, your members, or your sector — and giving you the tools to engage them with confidence.
How to find companies researching what you offer
We’ll show you how to use HubSpot’s Research Intent tool to surface businesses looking for thought leadership, reach, advocacy, or professional networks.
How to segment potential sponsors and partners based on fit
Learn how to build focused lists using filters like industry, company size, region, and relevant behaviour or interests.
How to use your existing tools to build a live prospect pipeline
Set up HubSpot Free to create saved views, alerts, or tags that help you track engagement and prioritise outreach.
How to tailor your approach on alignment, not assumption
We’ll explore how to position your corporate offer to match what companies are actually looking for, whether that’s visibility, credibility, or influence.
How to move from ad hoc outreach to strategic engagement
Leave with a structure you can use to build relationships, track conversations, and turn aligned companies into active contributors.

Is This Workshop For You?

This session is designed for teams responsible for growing corporate membership, sponsorship, or strategic partnerships within membership organisations.

Trying to grow corporate income, but not sure where to focus?

We’ll help you spot the companies already showing interest in your space — even if they haven’t reached out yet

Sending cold outreach with low response rates?

Learn how to target the businesses most likely to say yes, based on fit, activity, and alignment with your mission.

Relying on the same list of contacts or sectors?

This workshop will help you expand your reach using live data and filters that surface fresh, relevant opportunities.

Short on time or marketing support?

You’ll leave with a practical way to build your prospect pipeline using tools you can manage independently.

Agenda: Your Hour, Well Spent

This session is structured to maximise your time, with a blend of walkthrough, real examples, and actionable steps. You’ll leave with the confidence and tools to move forward straight away.

1 -

Welcome and Introduction

Meet your hosts and get clear on the session goals: find better-fit business prospects, faster and with less guesswork.

2 -

What Are Corporate Alignment Signals?

Explore the behaviours and business activity that suggest when a company is a good match for your membership or sponsorship offer.

3 -

Using Research Intent to Surface the Right Companies

Learn how to use HubSpot’s Research Intent and free CRM tools to find and filter companies already interested in your topic areas or member community.

4 -

Live Walkthrough: Building a Corporate Prospect List

Follow a practical example showing how to segment by sector, size, location, and interests to create a focused list of warm leads.

5 -

From Insight to Outreach

Learn how to turn your filtered list into a manageable pipeline, prioritise who to contact, and tailor your approach to each company’s context.

6 -

Planning for Action

Create a simple, realistic plan to take this system back to your team and embed it into your partnership development workflow.

7 -

Live Q&A and Workshop Close

Ask questions, share ideas, and take away tools to help you keep the momentum going.

Key Takeaways

Identify companies already aligned with your mission
Use research signals and segmentation to find organisations that are more likely to join, sponsor, or partner.
Build a smart, focused prospect list
Set up a lead finder system in HubSpot Free to track interest, segment by fit, and prioritise outreach.
Move beyond cold outreach and legacy lists
Replace broad, low-return campaigns with targeted engagement that reflects real demand and relevance.
Start building a repeatable system, not one-off wins
Leave with a practical approach your team can use to find and nurture high-value corporate relationships over time.

Your Hosts

Mike Scott
Chief Tea Boy and Marketeer
Mike helps purpose-driven organisations build systems that drive member value and reduce churn, using the best of inbound marketing, HubSpot, and a strategic dash of common sense.
Archie Homer
Digital Project Manager & University Lecturer
Equal parts strategist and practitioner, Archie helps teams translate member experience challenges into digital solutions, and teaches Digital Business at Harper Adams University.

FAQs - What You Might Be Wondering

Still on the fence? Here are some quick answers to the questions we hear most often from university teams exploring ABM for the first time.

Still have questions?
We’re happy to help. Drop us a message or ask live during the session. No question is too small, especially if you’re just starting out.
Dates | Season pass
Lead Finder: Corporate Membership
Target the right businesses, not just the loudest