Method
From target account to qualified sales conversation.
A written operating sequence turns market choices into research, campaigns, reply decisions, and accountable handoffs.
Six sequential operating stages
01
Define the offer and rules
Agree one offer, one primary ICP, related exclusions, buyer criteria, and the definition of a qualified positive reply.
02
Map accounts and signals
Source accounts, identify relevant buyers, verify observable reasons to research now, and remove poor-fit records.
03
Build client-owned infrastructure
Register domains, create mailboxes, configure authentication, and set up the campaign workspace in client-controlled accounts.
04
Produce sequences and tests
Write three-to-four-touch sequences, match research depth to account priority, and test one message variable at a time.
05
Operate replies and qualification
Monitor replies on weekdays, classify intent, respond in context, apply the written rules, and book approved conversations.
06
Hand off, report, and improve
Keep the CRM or shared tracker current, manage calendar handoffs, and use weekly and end-of-pilot learning to decide the next change.
How decisions move through the system
Illustrative workflow, not performance data.
| Observation | Decision rule | Next action |
|---|---|---|
| Account matches the approved segment and buyer rules. | Include only after required fields and exclusions are checked. | Add to the approved target map. |
| A relevant account change is confirmed by a current source. | Use the signal only when its source and date can be recorded. | Apply verified signal personalisation. |
| A reply expresses relevant interest and matches qualification rules. | Respond in context and confirm the agreed fit points. | Book and record the conversation. |
| A reply identifies timing, scope, or fit concerns. | Classify the reason without forcing a handoff. | Record the learning for the next controlled change. |
Operating principles
- Target one narrow microsegment per campaign.
- Keep domains, mailboxes, and campaign accounts under client control.
- Use account signals only when they are verified and relevant.
- Change one message variable at a time.
- Operate replies on weekdays against written qualification rules.
- Report decisions and learning, not unsupported outcomes.