Playbooks · 5 min read
Coverage maths: what a two-step flow replaces
Most teams do not have a conversion problem, they have a coverage problem: whole postcodes of qualifying companies that nobody has ever emailed.
01
Count the uncovered
Take your ICP rules, run them against the public record, subtract your CRM. The remainder is the market your team has never touched. It is usually most of it.
02
Two steps cover it
A trigger on new qualifying companies and a first-touch email per rep. That flow works every arrival, forever, with no list-building hour.
03
Reps sell, the flow covers
Coverage stops depending on rep discipline. The team spends its time on replies, which is the part that actually needs humans.
Try it this morning
Run your ICP against the record and get the uncovered count. Bring that number to Monday’s meeting.
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