Define the boundaries of your ideal customer
Describe target industries, markets, company sizes, application needs and buying roles. Include unsuitable conditions as well as the organisations you hope to reach. Lead scores support prioritisation and should not replace human verification. Public information may still be incomplete or out of date.
Keep the source and conversation context
Record the source, verification date, matching rationale and known need. A person should review the recipient and message before communication, respect contact preferences and keep opt-out records. Finding contact information does not establish explicit buying intent.
Hand over the next step as well
At minimum, include the contact’s role, main challenge, material already sent, feedback, next action and owner. Sales should be able to return unsuitable leads with a reason. Review meaningful conversations and opportunity progress rather than measuring acquisition quality by contact counts alone.
Before you start
Confirm customer fit, a traceable source, recorded needs, reviewed communication, and a clear next action with an owner.
Using this guide
This guide is a reference for working methods. Apply it according to your business situation, platform rules and the actual scope of authorisation.