Prospecting with lists

Lists are how you organize prospects in Mantle Sales. Instead of a separate prospects page, you create lists to group potential customers by whatever criteria makes sense for your sales process — where they came from, how warm they are, or what campaign they're part of.

Why lists work for prospecting

Every sales team organizes prospects differently. Lists give you the flexibility to build your own system:

• Source-based lists — Group prospects by where you found them (App Store browsers, LinkedIn outreach, marketing signups, conference leads)
• Stage-based lists — Organize by readiness (Cold leads, Warm leads, Ready to demo)
• Campaign lists — Track prospects from specific outreach efforts
• Team lists — Assign groups of prospects to specific sales reps

You decide the structure. Create as many lists as you need and move prospects between them as they progress.

Creating a list

To create a new list:

1. Go to Sales → Lists
2. Click Create list
3. Give it a descriptive name (e.g., "LinkedIn Outreach — Q1", "App Store Leads", "Marketing Signups")
4. Save the list

Adding prospects to lists

There are several ways to add prospects to a list:

From the customer list

1. Go to your customer list
2. Select one or more customers using the checkboxes
3. Click Add to list in the bulk actions bar
4. Choose the target list or create a new one

From a customer profile

1. Open a customer's profile
2. Click Add to list in the actions menu
3. Select the list

From the list detail page

1. Open the list
2. Click Add members
3. Search for and select customers to add

Example prospecting workflows

App Store prospecting

Create a list called "App Store Leads" for customers who installed your app but haven't subscribed yet. Use Mantle's customer data to identify trial users or free-tier customers showing engagement signals, then add them to the list for outreach.

LinkedIn prospecting

Build a list called "LinkedIn Outreach" for prospects you've identified through LinkedIn. As you add them to Mantle (via CSV import or manual entry), drop them into this list. Your sales team can then work through the list systematically.

Marketing signups

Create a list for leads coming from marketing campaigns — webinar attendees, content downloads, or demo requests. This keeps marketing-sourced leads separate from sales-sourced ones so you can track conversion rates by channel.

Win-back campaigns

Build a list of churned customers you want to re-engage. Filter your customer list by cancellation status, add the best candidates, and use the list to drive targeted win-back outreach.

Managing your lists

Viewing list members

Open a list to see all its members with their key information — name, company, current status, and tags. Use the search and filter options to find specific prospects within a list.

Removing members

To remove prospects from a list:

1. Go to the list detail page
2. Select the members to remove
3. Click Remove from list

Removing someone from a list doesn't delete them from Mantle. They're still available in your customer list and can be added to other lists.

Converting prospects to deals

When a prospect is ready for active sales engagement, create a deal directly from their profile. The deal enters your pipeline and you can track it through your deal flow stages.

Lists vs. segments

Lists and segments both group customers, but they work differently:

Use lists when you want full control over who's included. Use segments when you want groups that update themselves based on customer attributes.

Best practices

Name lists by purpose

Include the source, campaign, or time period in the name. "Conference Leads — SaaStr 2025" is more useful than "New Leads".

Review lists regularly

Lists can go stale. Set a cadence to review your active lists, remove converted or disqualified prospects, and archive lists that are no longer relevant.

Combine with Flows

Lists work well with Mantle Flows. Build automated outreach sequences that target specific lists.

Next steps

• Working with deals — Convert prospects to deals when they're ready
• Managing your pipeline — Track deals through your sales process
• Creating deal flows — Define the stages prospects move through