Career skill · Pro
Sales & Lead Generation VA
Build a clean pipeline, start useful conversations, and hand sales teams opportunities they can actually close.
In plain words
Lead-gen VAs find the right people, start conversations, and book the sales call. It’s the role closest to revenue — which is why it pays, and why clients measure it hard. This course preps you for both parts.
This is for you if
You’re persistent, unbothered by silence or ‘no’, and you like clear targets.
You walk away with
A list-building method, outbound scripts that don’t sound like spam, and a qualification checklist sales teams love.
Inside the work
What the job actually owns
A strong Sales & Lead Generation VA is not hired to make a tool look busy. Clients need someone who can own ICP research, account qualification, contact verification, outbound copy, notice a broken handoff, and turn ambiguity into a safe next step.
The useful promise is specific: you will build a small operating system around a commercial outcome, document what matters, and raise a risk before it becomes an apology.
Inside the work
The tools are not the skill
You will work in Apollo, LinkedIn Sales Navigator, HubSpot, Clay, Instantly, and Google Sheets. Learn the workflow first, then the buttons. A client remembers whether the result was accurate and findable, not whether you knew every menu.
Keep account ownership with the client, use multi-factor authentication, and leave a short map of the systems you touch. Tool confidence without access discipline is expensive confidence.
The eight modules
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01
The revenue map before the prospect list
How leads become pipelineProPractice18 minHow leads become pipeline. This is the operating judgement behind the revenue map before the prospect list, not a button-by-button tour.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
When information is missing, state the assumption and ask the question that changes the next move. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use a realistic test case before declaring the work finished; a happy-path demonstration is not proof. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Make the trade-off explicit. Faster, cheaper, and more thorough are different promises, not moral qualities. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Good work is calm under pressure because the checklist was written before the pressure arrived. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Avoid turning a temporary workaround into an invisible permanent system; label it and schedule a review. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
The strongest update gives the reader a decision, a consequence, and a recommended next step. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Protect client access and customer information as part of the craft, even when the request feels routine. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A clean handoff note saves more trust than an impressive explanation delivered after something breaks. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use examples from the client’s world. Generic advice sounds polished but does not tell anyone what to do Monday. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
At the end of the week, compare the planned result with the observed result and adjust one variable at a time. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
When information is missing, state the assumption and ask the question that changes the next move. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use a realistic test case before declaring the work finished; a happy-path demonstration is not proof. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Make the trade-off explicit. Faster, cheaper, and more thorough are different promises, not moral qualities. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Good work is calm under pressure because the checklist was written before the pressure arrived. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Avoid turning a temporary workaround into an invisible permanent system; label it and schedule a review. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
The strongest update gives the reader a decision, a consequence, and a recommended next step. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Protect client access and customer information as part of the craft, even when the request feels routine. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A clean handoff note saves more trust than an impressive explanation delivered after something breaks. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use examples from the client’s world. Generic advice sounds polished but does not tell anyone what to do Monday. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
At the end of the week, compare the planned result with the observed result and adjust one variable at a time. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
When information is missing, state the assumption and ask the question that changes the next move. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use a realistic test case before declaring the work finished; a happy-path demonstration is not proof. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Make the trade-off explicit. Faster, cheaper, and more thorough are different promises, not moral qualities. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Good work is calm under pressure because the checklist was written before the pressure arrived. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Avoid turning a temporary workaround into an invisible permanent system; label it and schedule a review. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
The strongest update gives the reader a decision, a consequence, and a recommended next step. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Protect client access and customer information as part of the craft, even when the request feels routine. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A clean handoff note saves more trust than an impressive explanation delivered after something breaks. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use examples from the client’s world. Generic advice sounds polished but does not tell anyone what to do Monday. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
At the end of the week, compare the planned result with the observed result and adjust one variable at a time. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
When information is missing, state the assumption and ask the question that changes the next move. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use a realistic test case before declaring the work finished; a happy-path demonstration is not proof. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Make the trade-off explicit. Faster, cheaper, and more thorough are different promises, not moral qualities. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Good work is calm under pressure because the checklist was written before the pressure arrived. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Avoid turning a temporary workaround into an invisible permanent system; label it and schedule a review. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
The strongest update gives the reader a decision, a consequence, and a recommended next step. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Protect client access and customer information as part of the craft, even when the request feels routine. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A clean handoff note saves more trust than an impressive explanation delivered after something breaks. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use examples from the client’s world. Generic advice sounds polished but does not tell anyone what to do Monday. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
At the end of the week, compare the planned result with the observed result and adjust one variable at a time. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about trace a lead from first touch to closed deal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about separate marketing-qualified interest from sales-ready intent. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about write a handoff rule that an account executive can trust. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Worked example
A client asks for help late on Thursday. Instead of saying yes to a vague request, you restate the outcome for The revenue map before the prospect list, identify the missing input, and propose a small first deliverable. The next morning the client can see what moved, what still depends on them, and why the plan protects the deadline.
Do this
- Trace a lead from first touch to closed deal.
- Separate marketing-qualified interest from sales-ready intent.
- Write a handoff rule that an account executive can trust.
02
ICP research that makes a smaller list better
Choose accounts worth contactingProPractice19 minChoose accounts worth contacting. This is the operating judgement behind icp research that makes a smaller list better, not a button-by-button tour.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
When information is missing, state the assumption and ask the question that changes the next move. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use a realistic test case before declaring the work finished; a happy-path demonstration is not proof. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Make the trade-off explicit. Faster, cheaper, and more thorough are different promises, not moral qualities. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Good work is calm under pressure because the checklist was written before the pressure arrived. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Avoid turning a temporary workaround into an invisible permanent system; label it and schedule a review. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
The strongest update gives the reader a decision, a consequence, and a recommended next step. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Protect client access and customer information as part of the craft, even when the request feels routine. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A clean handoff note saves more trust than an impressive explanation delivered after something breaks. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use examples from the client’s world. Generic advice sounds polished but does not tell anyone what to do Monday. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
At the end of the week, compare the planned result with the observed result and adjust one variable at a time. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
When information is missing, state the assumption and ask the question that changes the next move. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use a realistic test case before declaring the work finished; a happy-path demonstration is not proof. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Make the trade-off explicit. Faster, cheaper, and more thorough are different promises, not moral qualities. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Good work is calm under pressure because the checklist was written before the pressure arrived. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Avoid turning a temporary workaround into an invisible permanent system; label it and schedule a review. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
The strongest update gives the reader a decision, a consequence, and a recommended next step. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Protect client access and customer information as part of the craft, even when the request feels routine. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A clean handoff note saves more trust than an impressive explanation delivered after something breaks. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use examples from the client’s world. Generic advice sounds polished but does not tell anyone what to do Monday. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
At the end of the week, compare the planned result with the observed result and adjust one variable at a time. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
When information is missing, state the assumption and ask the question that changes the next move. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use a realistic test case before declaring the work finished; a happy-path demonstration is not proof. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Make the trade-off explicit. Faster, cheaper, and more thorough are different promises, not moral qualities. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Good work is calm under pressure because the checklist was written before the pressure arrived. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Avoid turning a temporary workaround into an invisible permanent system; label it and schedule a review. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
The strongest update gives the reader a decision, a consequence, and a recommended next step. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Protect client access and customer information as part of the craft, even when the request feels routine. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A clean handoff note saves more trust than an impressive explanation delivered after something breaks. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use examples from the client’s world. Generic advice sounds polished but does not tell anyone what to do Monday. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
At the end of the week, compare the planned result with the observed result and adjust one variable at a time. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
When information is missing, state the assumption and ask the question that changes the next move. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use a realistic test case before declaring the work finished; a happy-path demonstration is not proof. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Make the trade-off explicit. Faster, cheaper, and more thorough are different promises, not moral qualities. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Good work is calm under pressure because the checklist was written before the pressure arrived. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Avoid turning a temporary workaround into an invisible permanent system; label it and schedule a review. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
The strongest update gives the reader a decision, a consequence, and a recommended next step. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Protect client access and customer information as part of the craft, even when the request feels routine. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A clean handoff note saves more trust than an impressive explanation delivered after something breaks. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use examples from the client’s world. Generic advice sounds polished but does not tell anyone what to do Monday. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
At the end of the week, compare the planned result with the observed result and adjust one variable at a time. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about turn five good customers into observable account signals. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about use disqualifiers before enrichment starts. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about rank a target account without pretending every company is equal. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Worked example
A client asks for help late on Thursday. Instead of saying yes to a vague request, you restate the outcome for ICP research that makes a smaller list better, identify the missing input, and propose a small first deliverable. The next morning the client can see what moved, what still depends on them, and why the plan protects the deadline.
Do this
- Turn five good customers into observable account signals.
- Use disqualifiers before enrichment starts.
- Rank a target account without pretending every company is equal.
03
Finding contacts without making a privacy mess
Build a defensible research workflowProPractice20 minBuild a defensible research workflow. This is the operating judgement behind finding contacts without making a privacy mess, not a button-by-button tour.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
When information is missing, state the assumption and ask the question that changes the next move. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use a realistic test case before declaring the work finished; a happy-path demonstration is not proof. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Make the trade-off explicit. Faster, cheaper, and more thorough are different promises, not moral qualities. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Good work is calm under pressure because the checklist was written before the pressure arrived. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Avoid turning a temporary workaround into an invisible permanent system; label it and schedule a review. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
The strongest update gives the reader a decision, a consequence, and a recommended next step. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Protect client access and customer information as part of the craft, even when the request feels routine. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A clean handoff note saves more trust than an impressive explanation delivered after something breaks. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use examples from the client’s world. Generic advice sounds polished but does not tell anyone what to do Monday. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
At the end of the week, compare the planned result with the observed result and adjust one variable at a time. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
When information is missing, state the assumption and ask the question that changes the next move. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use a realistic test case before declaring the work finished; a happy-path demonstration is not proof. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Make the trade-off explicit. Faster, cheaper, and more thorough are different promises, not moral qualities. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Good work is calm under pressure because the checklist was written before the pressure arrived. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Avoid turning a temporary workaround into an invisible permanent system; label it and schedule a review. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
The strongest update gives the reader a decision, a consequence, and a recommended next step. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Protect client access and customer information as part of the craft, even when the request feels routine. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A clean handoff note saves more trust than an impressive explanation delivered after something breaks. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use examples from the client’s world. Generic advice sounds polished but does not tell anyone what to do Monday. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
At the end of the week, compare the planned result with the observed result and adjust one variable at a time. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
When information is missing, state the assumption and ask the question that changes the next move. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use a realistic test case before declaring the work finished; a happy-path demonstration is not proof. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Make the trade-off explicit. Faster, cheaper, and more thorough are different promises, not moral qualities. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Good work is calm under pressure because the checklist was written before the pressure arrived. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Avoid turning a temporary workaround into an invisible permanent system; label it and schedule a review. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
The strongest update gives the reader a decision, a consequence, and a recommended next step. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Protect client access and customer information as part of the craft, even when the request feels routine. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A clean handoff note saves more trust than an impressive explanation delivered after something breaks. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use examples from the client’s world. Generic advice sounds polished but does not tell anyone what to do Monday. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
At the end of the week, compare the planned result with the observed result and adjust one variable at a time. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
When information is missing, state the assumption and ask the question that changes the next move. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use a realistic test case before declaring the work finished; a happy-path demonstration is not proof. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Make the trade-off explicit. Faster, cheaper, and more thorough are different promises, not moral qualities. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Good work is calm under pressure because the checklist was written before the pressure arrived. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Avoid turning a temporary workaround into an invisible permanent system; label it and schedule a review. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
The strongest update gives the reader a decision, a consequence, and a recommended next step. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Protect client access and customer information as part of the craft, even when the request feels routine. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A clean handoff note saves more trust than an impressive explanation delivered after something breaks. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Use examples from the client’s world. Generic advice sounds polished but does not tell anyone what to do Monday. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
At the end of the week, compare the planned result with the observed result and adjust one variable at a time. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Start with evidence from the actual account, not a tutorial-shaped assumption. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Name the owner, the decision, and the date before you add another tool. In sales development work, this module is about check company, role, and relevance before saving a contact. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
A client pays for a reliable outcome, so make the path visible enough for someone else to review. In sales development work, this module is about record source and verification date. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Keep the smallest useful record: what changed, why it changed, and how you checked it worked. In sales development work, this module is about keep only fields the outreach actually needs. Treat it as a repeatable decision: record the context, choose the next action, and leave evidence for the person who follows you.
Worked example
A client asks for help late on Thursday. Instead of saying yes to a vague request, you restate the outcome for Finding contacts without making a privacy mess, identify the missing input, and propose a small first deliverable. The next morning the client can see what moved, what still depends on them, and why the plan protects the deadline.
Do this
- Check company, role, and relevance before saving a contact.
- Record source and verification date.
- Keep only fields the outreach actually needs.
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