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Playbooks · 5 min read

Coverage maths: what one agent replaces

Most teams do not have a conversion problem. They have a coverage problem: whole postcodes full of matching companies that nobody has ever emailed once.

  1. 01

    Count the uncovered

    Take your ICP rules. Run them against the public record. Subtract your CRM. What is left is the market your team has never touched. It is usually most of it.

  2. 02

    One agent covers it

    An agent on new matching companies, plus a first email written for each one. That agent works every arrival, every morning, with no list-building hour.

  3. 03

    Reps sell, the agent covers

    Coverage stops depending on rep discipline. The team spends its time on replies. That is the part that actually needs humans.

Try it this morning

Describe your customer to the assistant. Before anything is spent it says whether plenty or few companies match. Bring that answer to Monday's meeting.

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Made for sales leaders · See the page →
Watch · 1:40

How to build a search that keeps working

Read the write-up

Every figure is shown on screen. The company examples are made up.

More guides
Public record signals · 4 min readShowing the board where every lead came fromWhen pipeline is questioned, "the data team bought a list" is a bad answer. "Every record traces to a Companies House filing" ends the conversation.Playbooks · 4 min readDedupe rules that stop the same company twiceNothing burns a client relationship faster than delivering the same company twice. Dedupe must be a rule in the tool, not a Friday afternoon check.Public record signals · 4 min readPush the morning list into your sequencerThe morning's leads are only valuable if they reach the client's sequencer soon after they land. A webhook does the handover. Here is how the whole thing works.

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