✍️ Assignment: Find new leads

--- tags: old --- # ✍️ Assignment: Find new leads Alright! 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: - A clear ICP and IBP in mind. - Hot 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: a list of leads you should **not** target for different reasons (already a customer, they know don't qualify as ICP etc.) As you see, you have a mix of leads that have been given to you by your company (the wanted list) and directions on how to find other companies and contacts you can target (your ICP and IBP), and companies you shouldn't target (your blacklist). This is very likely similar to what you will get as an SDR in your real job!   ## Where do leads come from? 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 might be necessary for you to research and generate leads yourself. In this case, your company is giving you a set of leads but also wants you to create new ones besides the ones they already have.   ## The assignment So here is your main assignment for this module: ::: info **The assignment**   - [ ] Research and find 25 new leads for your company and include them in your CRM Spreadsheet (instructions below) - [ ] Review and update 10 leads from the list given to you by your company (only applies if provided to you) ::: **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. **Be aware**: you may not always find leads with titles that match your IBP 100% - sometimes they differ from company to company. Use the ones you think come closest. - Include all the data required on the list (see below), including their email, phone number, and/or LinkedIn URL, 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 LinkedIn profile and the general company phone number from their corporate website (phone number is listed under "Imprint"). - In the lead list given to you, 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).   ## Setup Let's get you set up with a spreadsheet to populate your leads. Once you're done populating it, you will share it with your company contact (and us :smiley:). - Open [this Google Sheets template](https://docs.google.com/spreadsheets/d/1KC5dvlybX5EY9J3-62YqQQjCBtKCm1X_/edit#gid=386159553) - Duplicate the tab labeled "YOUR NAME" 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/70b85ec9e24444f79bdec1a7feae5286" frameborder="0" webkitallowfullscreen mozallowfullscreen allowfullscreen style="position: absolute; top: 0; left: 0; width: 100%; height: 100%;"></iframe></div>   - Populate your spreadsheet with 25 new leads as well as 10 leads that you have reviewed (and updated if you needed to) from the list of leads given to you 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 coach. Enjoy! ✊ ::: warning **Note:** 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! 💩" **Outlook:** You will run out of these leads fast. This means that you will repeat this task on a recurring basis until you have completed your mission. 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. ::: <style> body > .ui-infobar, body > .ui-toc, body > .ui-affix-toc, body > .ui-community, body > .document-footer { display: none !important; } </style>