Founder-led sales without endless manual research.

The operating principle

Do not automate the founder out of sales too early. Automate research, ranking, and evidence gathering so the founder can focus on judgment and conversations.

Step 1: Define the narrow wedge

Start with a specific ICP segment, pain, trigger, and buyer role. A narrow wedge keeps early outreach focused, and every conversation teaches you something about the segment.

Step 2: Write down who buys and why

Put your positioning, the customers you have won, the reasons they bought and the objections you hear in one place. That is your ICP, and it is what every prospect gets ranked against.

Step 3: Rank before writing

Rank companies before anyone writes a message. The founder should review the best-fit prospects and the records behind them, not a raw list of names.

• Why this company?
• Why this person?
• Why now?
• What proof should the message use?

Step 4: Keep the loop small

Send fewer messages, read the replies, and update the ICP with what you learn. The value compounds in a tight loop.