Research notes
Practical analysis of ICP design, evidence provenance, agent runtime controls, email deliverability, and human-in-the-loop operating choices.
Learn how to sell to decision makers by building a source-linked brief, mapping the likely owner, and stopping when account evidence is incomplete.
2026-09-03 · Julian HartwellRead the noteTurn intent data into a controlled sales workflow with ownership, response rules, qualification checks, and CRM feedback.
Build a go-to-market strategy with target exclusions, entry conditions, owners, handoffs, channels, and review rules that another team can execute.
Choose demand or lead generation for the next marginal budget by diagnosing market recognition, capture, and qualification bottlenecks.
Build a cold email template around evidence slots, not reusable claims. See what stays fixed, what changes by account, and how to review each draft.
Learn why a decision-maker map needs both approval authority and credible blocking power, plus a practical way to verify each role.
Compare AI sales tools by approval gates, source visibility, audit trails, takeover controls, and permission scope before automation breadth.