Targeting Hypothesis Sign-Off (Onboarding)

Targeting Hypothesis Sign-Off (Onboarding)

1. 01

   Write the targeting hypothesis as a falsifiable sentence before opening any prospecting tool

   Format it as: we expect [role] at [company profile] to act on [trigger] within [window]. If the client cannot supply a trigger, the engagement is a list rental, not a lead-gen retainer, and should be priced accordingly.

2. 02

   Map each hypothesis clause to a filter the tool can actually express

   Firmographic filters exist in nearly every platform, but trigger filters are uneven. Origami searches 50+ live sources for buying signals such as funding events, while a static contact database will only approximate intent through job-title and technology fields.

3. 03

   Confirm the contact data layer covers the target geography and seniority band

   AnyBiz ships a 450M-contact database and Leadinfo surfaces decision-maker details from 300M+ records, but coverage thins outside North America and Western Europe. Spot-check 25 records against LinkedIn before promising volume.

4. 04

   Define the disqualification rules with the client in writing

   Existing customers, active opportunities, competitors, and agencies under contract are the usual exclusions. Get the client to name the list, not just agree to a generic one.

5. 05

   Set the qualification scoring rubric before the first list exports

   Score on fit (profile match) and intent (observed signal) as separate fields so the client can see which dimension drives reply rates. A single blended score hides the diagnosis.

6. 06

   Agree the weekly export cadence and the named recipient inside the client's CRM

   Exports that land in a shared inbox rot. Route to a specific owner with a defined follow-up SLA, typically 24 hours for inbound replies.

7. 07

   Record the hypothesis, filters, and rubric in the client workspace as version one

   Every later change to targeting should be diffable against this baseline. Without it, month-three performance debates become arguments about memory.