Module 1 · PDF
Operating Manual
$59USD · one-time
- 47-page A4 PDF, designed for print and screen
- 10 parts in the order you use them
- 15 working assets, each with a five-part brief
- Worked examples on one fictional territory, end to end
Enterprise Prospecting Operating Manual
The single source of truth: every rule, threshold and stop rule, written down once.
- Format
- PDF · A4 · 47 pages · print & screen
- Time
- About 2 hours to read, then a reference
- Edition
- Version 3.1 · November 2026
$59USD · one-time · instant download
Tax calculated at checkout · Single-user licence · How delivery works
The problem it solves
Rules instead of advice.
Most prospecting advice tells you what good looks like. It rarely tells you when to stop researching, what score qualifies an account, or what to do when the buying committee is unknown. Without those rules, every account is decided from scratch.
Who it is designed for
New to enterprise prospectingRead Parts 02–05, then follow the first-week plan.
An experienced SDR or BDRStart with the Quick Reference and the scoring rules; adopt the time box and the weekly review first.
A manager or enablement leadUse Parts 08–10 to agree the ICP, thresholds and stage definitions as a team standard.
What you receive
Exactly what is in the file
- 47-page A4 PDF, designed for print and screen
- 10 parts in the order you use them
- 15 working assets, each with a five-part brief
- Worked examples on one fictional territory, end to end
- Decision trees, Master Implementation Checklist, self-assessment
- First-week and 30-day implementation plan
- One-page Quick Reference with every rule
- Appendix of six printable templates (ICP, research brief, scorecard, committee map, outreach, weekly review)
Contents
- 01The Prospecting ProblemFour failure patterns and what replaces each
- 02The Operating ModelTen stages, their outputs, and a shared vocabulary
- 03Build the ICPRequired, preferred and exclusion criteria; triggers; the gate
- 04Discover & ResearchFilters, source hierarchy, triggers, the time box and stop rules
- 05Qualify & PrioritizeFive scored dimensions, thresholds and priority tiers
- 06Map Buying RolesRoles, confidence levels, and what to do when the committee is unknown
- 07Build Relevant OutreachTrigger-to-message chain, personalization rules, sequence
- 08Manage the PipelineStage definitions, entry and exit criteria, stale records
- 09Measure & ImproveMetric types, KPI definitions, bottleneck diagnosis
- 10The Complete Operating SystemSOP, weekly rhythm, decision trees, checklist, plan, self-assessment
- AAppendix · Printable templatesICP, research brief, scorecard, committee map, outreach, weekly review
How it works
Main features
01
A gate, not a wish list
Exclusions are checked first; required criteria are true/false. False disqualifies, unknown gets one 5-minute verification, then Hold.
02
Research with a stop rule
A 15-minute, three-pass time box: a 3-minute gate, 7 minutes for triggers and pain, 5 minutes for fit and value. One 5-minute extension per account.
03
Evidence tiers
Company primary sources, reputable secondary, data provider, inference. A Tier 4 inference is a hypothesis and supports a score of 1 at most.
04
Five scores, two thresholds
Fit, Timing, Pain, Buying potential and Strategic value, each 0–3. Qualified when Total ≥ 9 and Timing ≥ 2.
05
Priority you can explain
Value (Fit + Buying potential + Strategic) and Urgency (Timing + Pain) set P1, P2 value-led or P2 timing-led.
06
A sequence with purposes
Six touches over 15 working days, each with a channel and a job — from “open with the trigger” to “close the loop”.
Product previews
Real pages, unedited
Pages rendered directly from the PDF you download. Select any preview to enlarge it.
How to use it
Getting started
- 1
Read Parts 01–02 for the model (about 25 minutes).
- 2
Work through Parts 03–09 with your own territory open beside you. Each ends in a decision you can act on the same day.
- 3
Use Part 10 to set your weekly rhythm, then keep the Quick Reference (p.40) next to you.
How it connects
Part of one system
Module 2 applies these rules to your territory day by day. Module 3 enforces Parts 03–09 in Excel. Both point back to the Manual’s page numbers instead of restating it.
Pricing
Buy the Operating Manual, or the complete system
Modules 1 + 2 + 3
Complete System
$129USD · one-time
$38 less than buying the three modules separately ($167).
- Operating Manual — PDF, 47 pages
- Implementation Workbook — fillable PDF, 32 pages
- Operating Workbook — Excel, 13 sheets
- One rule set, cross-referenced page by page
Prices in USD. Sales tax or VAT is calculated at checkout by Lemon Squeezy, the merchant of record. Single-user licence · Refund Policy
Is the Manual enough on its own?
Yes. It states that it is self-contained: every rule is explained there, and the six printable templates in the appendix let you apply it without the other modules.
Are the examples real companies?
No. Every company, person and number in the worked examples is fictional, and the Manual says so. Example numbers show how to read data; they are not benchmarks or customer results.
Does it cover a specific industry?
The method is industry-neutral. The running example is a fictional procurement-software seller targeting multi-site manufacturing, distribution and logistics companies in North America, the UK and the EU.
Does it include email templates?
It includes a Trigger-to-Message Framework, personalization rules, a worked first email and connection note, and a sequence planner. It teaches you to write from evidence rather than giving a swipe file.
Start with the Operating Manual.
Or get all three modules and run the full system from Day 0.