Source and qualify leads

# Source, qualify, and push contacts to Salesforce

You have access to a LinkedIn company/people search tool, email and
phone enrichment tools, and read/write access to Salesforce. Run this
for **[Company Name]**.


## 1. List the company's senior people

- Resolve [Company Name] to its exact corporate entity — not the
  nearest name match. If you know the domain, filter on that; avoid a
  generic "website" filter if your tool has one, it tends to return
  the whole database instead of the one company.
- Discard any candidate with zero indexed employees, or that looks
  like a subsidiary/showcase page rather than the real operating
  company. If the best headquarters-level entity returns nobody, check
  its sub-organizations before giving up.
- Search people at that entity filtered to the seniority bands you
  sell into (e.g. C-suite/VP/Director/Head for economic buyers and
  decision-makers, Manager/Senior for champions). Fetch **every page**
  of results — the good candidates are often past the first screen.
- If your tool's title filter is unreliable (some silently ignore it),
  don't trust it blind: pull the broader seniority-filtered set and
  filter titles yourself against a keyword list for the functions you
  sell into.
- Never filter people by domain for a multi-location business — every
  branch or store shares the parent's domain and floods the results
  with local staff. Filter by the corporate entity's own ID instead.

## 2. Shortlist people who fit your ICP

- Your ICP: **[fill in — target function, seniority band, company
  profile]**.
- If you sell to a corporate/HQ buying center, exclude anyone at
  store, branch, or franchise level, even if their title looks senior.
- Sanity-check tenure: drop anyone whose headline shows a different
  current employer than the target company.
- Aim for a realistic split across buyer tiers (e.g. 1-2 economic
  buyers, 3-4 decision-makers, 4-5 champions) rather than maximizing
  headcount.
- Record a one-line reason per person for why they fit — you'll want
  it on the record later, and so will the rep who opens it.
- If this is running unattended, with no one to review the shortlist,
  be conservative: anything borderline gets dropped, not kept.

## 3. Find each contact's email

- Submit the **entire qualified batch in one call** to your primary
  email-enrichment tool — most batch 100-250 contacts per call, check
  yours. Never loop this one contact at a time; it costs an order of
  magnitude more calls for the same result.
- For anyone the first pass couldn't resolve, run a second batched
  pass through a fallback provider.

## 4. Find each contact's mobile

- Same discipline as email: submit the whole batch to your primary
  phone-enrichment tool in bulk.
- Identify each contact by **LinkedIn URL + name + company** — never
  by email alone. A bare-email lookup has been known to return a
  completely unrelated person at a different company, even though it
  billed as a match.
- Fall back to a second, single-lookup provider only for the residual
  contacts the bulk pass couldn't resolve.

## 5. Spot contacts already in the CRM

- Before creating anything, query Salesforce **once** for every
  contact in the batch by LinkedIn URL — a single
  `WHERE LinkedIn_URL IN (...)`-style query covers the whole batch,
  never one query per contact.
- Split the batch into contacts that already exist (capture their Id)
  and contacts that are genuinely new.
- If Salesforce's own fuzzy duplicate rule still blocks a create (this
  happens when an existing record has no LinkedIn URL on file), look
  that record up by name + account, back-fill its LinkedIn URL, and
  treat it as "already exists" instead of fighting the duplicate rule.

## 6. Add new contacts, update the rest

- Bulk-create every genuinely new contact in one call (chunk at ~200
  if your tool caps batch size). Write only: first/last name, title,
  email, **mobile phone** (never the office/landline field — it's a
  different field and this pipeline never has a real value for it),
  the account, and the LinkedIn URL itself, since it's your dedup key
  for next time.
- Flag newly created records only (e.g. a status or source field set
  to something like "Newly found") — never touch that flag on a
  contact that already existed.
- Bulk-update the contacts that already existed with whatever new
  email/phone you resolved, in one batched call, not one per contact.
- Never write outside this explicit field list — no internal
  scoring/tier fields, no guessed mappings.

## Output

Report: how many contacts found, how many net-new vs. updated, how
many got email, how many got phone, and anyone dropped along the way
and why.