Lead Generation & Targeting

The Acquisition System

From a market to a prioritized next action

Each stage should preserve context, produce a clear owner, and tell the next stage what to do.

1. 01

   Define

   Agree on fit, exclusions, buyer roles, and useful signals.

2. 02

   Find

   Build focused account and contact pools from those criteria.

3. 03

   Enrich

   Add context that helps a person understand the opportunity.

4. 04

   Score

   Separate fit, intent, urgency, and confidence instead of using one mystery number.

5. 05

   Route

   Assign ownership and the correct next action without delay.

6. 06

   Engage

   Coordinate messages, tasks, timing, and stop conditions.

7. 07

   Learn

   Connect replies, meetings, pipeline, and revenue back to the original source.

Where The Funnel Leaks

Six signals the system needs attention

These are operating failures, not six unrelated features. Fixing the handoffs usually matters more than buying another list.

• Target criteria live in each salesperson's head

• Research is repeated for every account

• Lead records arrive without useful context

• Ownership begins after someone notices a record

• Sequences continue after a reply or status change

• Source reports stop at form submissions

What Lead Generation Can Help Do

Example	What it helps accomplish
Ideal customer profiles	Define the organizations and people most worth pursuing.
Target account lists	Build focused prospect groups from useful business criteria.
Contact discovery	Find relevant decision makers and available contact information.
Prospect research	Prepare company context, priorities, signals, and talking points.
Data enrichment	Add industry, size, location, technology, and other useful attributes.
Fit scoring	Rank prospects against transparent qualification criteria.
Intent scoring	Prioritize engagement signals such as visits, opens, clicks, and replies.
Landing pages	Match focused messages, resources, and offers to an audience.
Lead capture	Collect validated submissions while preserving source and campaign context.
Lead routing	Assign ownership and notify the right person without delay.
Follow-up sequences	Coordinate email, tasks, reminders, and stop conditions.
Pipeline reporting	Measure source quality, response time, movement, conversion, and revenue.

The Work Queue Is The Product

A strong lead system does not end with a database full of names. It gives each owner a smaller queue that explains why the opportunity matters, what is known, what is missing, and what should happen next.

Queue signal	What the owner should see
Fit	Which transparent criteria matched or failed.
Intent	Which recent behaviors suggest attention or urgency.
Context	Company, person, relevant research, and source history.
Next action	The recommended message, task, or qualification step.
Stop condition	Reply, disqualification, group removal, conversion, or manual pause.

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