Prospecting should run on decisions, not instinct

Enterprise prospecting is mostly decisions: which accounts to research, when to stop, whether an account qualifies, who to contact first, what to say and when to follow up. Most of those decisions are made from scratch, every time, from instinct.

Instinct does not scale, cannot be reviewed and cannot be improved on purpose. Written rules can. That is the whole idea behind VELIIXOR: take the decisions a good prospector makes, write each one down as a rule with a threshold and a reason, and put them where the work happens — a manual, a build workbook and a spreadsheet.

We call it an operating system rather than a playbook because it is meant to be run, not read once. Every page answers one question: what should I do next, why, and what evidence supports that decision?