✍️ Assignment: Populate your leads list

--- tags: Module 5, Assignment --- # ✍️ Assignment: Populate your leads list **Congratulations on getting this far! We hope that was insightful 🧐** Now that you're familiar with the concept of an ICP and IBP, and you know how to generate leads... we're (obviously) going to ask you to generate them! You should now have: :::info ✅ A clear ICP and IBP in mind. ✅ Existing leads: a list of leads your training company wants you to target and qualify. ✅ A wanted list: instructions on which **new** leads to generate. ✅ A blacklist (if provided): a list of leads you should **not** target for different reasons (already a customer, they know don't qualify as ICP etc.) ::: With this data, we're going to ask you to research and build a list of leads ready to contact in the next module. As you see, you have a mix of leads that have been given to you by your company (the wanted list) along with directions on how to find other leads you can target (your ICP and IBP). This is very likely similar to what you will get as an SDR in your real job! At some companies, you may be given leads to call and qualify (usually because they have a well-functioning Inbound Marketing team). However, especially when working for smaller companies, it will be necessary for you to research and generate leads yourself. Let's get started 👇   ## The assignment Here is your main assignment for this module: ::: info **The assignment**   - [ ] Research and find 25 new leads for your company - [ ] Review and update 10 leads from the list given to you by your company (only applies if provided to you) - [ ] Include them in your CRM Spreadsheet (instructions below) and share it with us for review ::: **Some notes:** - **A lead is a person, not a company.** You may have more than one lead for each company as multiple people could be a fit (we recommend a maximum of 3). - **Find only leads that, at least on the outset, match the IBP and ICP** you have agreed with your company. - **Include all the data required on the list** (see below), including their email, phone number and current job title (e.g. VP Sales). - It can and will happen that for some leads you don't find phone numbers. In this case, **make sure to get their general company phone number** from their corporate website. - **If you have been provided with a lead list, just pick any 10 of your choice**. Research if the contacts listed still work at the listed companies. If not, update the entry with a new relevant contact person (people change jobs often). We know, this isn't the sexiest task of all, but it is a critical one. It's the foundation for all your future sales activities. If your lead list sucks, you won't get any opportunities! As with anything in life, "shit in, shit out! 💩" One more note... when progressing through the course, you will run out of these leads fast. This means that you should get used to repeating this task on a recurring basis in the upcoming modules until you have completed your mission. For now we will focus on these first 25, but we recommend that at the end of each day, you prepare a list of 10-20 leads "ready to call" the next day. More on that later!   ## Setup In the next lesson we will get you setup with your real CRM, but, for now, we're going to use a simple spreadsheet so you can fully focus on the task. Let's set it up! :::info **Instructions**   - Open [this Google Sheets template](https://docs.google.com/spreadsheets/d/189KbUDnyL52AutJUkUjOZ_katPa-tYJjgr-4llBXbuo/edit?usp=sharing) - Duplicate the tab labeled "TEMPLATE (Duplicate w/ your name: "Dominic Blank")" and rename it to yours --> see instructions below 👇   <div style="position: relative; padding-bottom: 56.25%; height: 0;"><iframe src="https://www.loom.com/embed/94edec96bfa74b248b10c9fd64aae19c" frameborder="0" webkitallowfullscreen mozallowfullscreen allowfullscreen style="position: absolute; top: 0; left: 0; width: 100%; height: 100%;"></iframe></div> ::: You're now ready to go! This will be your worksheet to generate your leads list. If you feel stuck or need guidance, please don't hesitate to: a) First reach out to your peers and, if you're still stuck, b) reach out to your student success manager. Enjoy! ✊   ## 🤔 What next? All done? Once you've populated your list, you're going to share it with us for validation. :::info 1. Reply "done" below. 2. Wait for us to give you feedback. Should we ask you to make changes, you will execute them directly on your spreadsheet. ::: One thing left to do before you start reaching out to leads: familiarizing yourself with the most important tool for any salesperson, your CRM. ✊ Let's set it up! <style> body > .ui-infobar, body > .ui-toc, body > .ui-affix-toc, body > .ui-community, body > .document-footer { display: none !important; } </style>