Translate the brief into search logic
Separate company filters from contact filters. Build the company universe first, then identify the roles and seniority levels most likely to own the buying decision.
- Geography and headquarters
- Industry and company headcount
- Current title, function, and seniority
- Keywords or technologies that signal fit
- Clear negative filters
Treat titles as evidence, not certainty
The same responsibility can appear under different titles, and identical titles can mean different things across company sizes. Review profiles in context and maintain an approved-title list plus a review-needed status for ambiguous cases.
Cross-check the company
Verify that the employer, website, market, and size match the brief. Company pages and current websites help distinguish an active target from a former employer, acquired business, or similarly named organization.
Move data into a consistent research sheet
- Profile URL and current role
- Matched company and domain
- Reason the record fits the ICP
- Email status when enrichment is required
- Source and review date
Keep outreach separate from research quality
A well-qualified list improves the starting point, but it does not guarantee replies or sales. Messaging, offer relevance, sending reputation, timing, and legal requirements all affect campaign performance.