Research notes
Practical analysis of ICP design, evidence provenance, agent runtime controls, email deliverability, and human-in-the-loop operating choices.
Lead enrichment adds verified context to an existing record. Use it when a field can change routing, qualification, or ownership—not simply to fill a profile.
2026-09-09 · Julian HartwellRead the noteBuild a definition-first shortlist for intent data providers. Review ZoomInfo, Bombora, 6sense, and Demandbase across signal source, matching, timing, and activation without ranking unlike claims.
Build an ideal customer profile from customer evidence, then keep only fields you can observe or proxy before first contact.
Learn how to generate leads with channel-specific methods, practical tools, qualification, follow-up, and a clear rule for scaling what works.
Shortlist B2B data enrichment platforms by documented workflow fit, then demonstrate source visibility, matching, validation, and CRM write controls.
Compare B2B data providers by documented provenance, freshness, verification, geography, fields, integrations, and export, not record count.
Learn what makes an AI sales agent different from an assistant, automation, or SDR, including its workflow, capabilities, and typical sales uses.
Learn when outbound sales is still market discovery and when defined accounts, contact reasons, workflow, and metrics make coverage repeatable.
Learn when a lead becomes a prospect, which evidence must survive the handoff, and how to route pass, fail, and unverified records.
Compare lead scoring software by testing rule edits, score explanations, replay, rollback, thresholds, and the actions each threshold triggers.