[Account name] — lead spine
Copy this file to knowledge/sales/leads/{slug}/{slug}-lead.md (kebab-case slug), then replace bracketed placeholders.
Use transcripts/ and proposals/ subfolders for long attachments; link them from here.
Last updated: YYYY-MM-DD
Lead metadata
| Field | Value |
|---|---|
| Account / legal name | |
| Slug (folder name) | {slug} |
| Motion | Direct / Partner co-sell / Mixed |
| Partner (if any) | e.g. Snowflake, Omni |
| Partner AE — name, email | |
| Partner AE — LinkedIn | https://www.linkedin.com/in/... |
| Partner SE / specialist (if any) — name, email | |
| Partner SE — LinkedIn | https://www.linkedin.com/in/... |
| Brainforge owner | |
| CRM / HubSpot | Link or ID |
| Linear (optional) |
Pursuit gate — buying team (required before active pursuit)
Rule: Do not treat this lead as in active pursuit (partner intros, deep demos, scoping workshops, formal proposals) until all three roles below are named with title and LinkedIn URL (public profile or Sales Nav). If unknown, keep research open and stay in discovery—not an excuse to skip the row.
| Role | Name | Title | Verified (date) / notes | |
|---|---|---|---|---|
| Budget owner | ||||
| Champion | ||||
| Executive sponsor |
Optional waivers (rare): Document in Notes why a field cannot be filled yet (e.g. partner-only access) and date of next check.
Internal research (vault)
What we already know from Brainforge systems—no fabricating.
Similar past leads
| Lead (slug) | Why similar | Link |
|---|---|---|
| Industry, motion, partner, deal size, tech stack | knowledge/sales/leads/other-slug/other-slug-lead.md |
Similar current or past clients
| Client | Why similar | Link |
|---|---|---|
knowledge/clients/{client}/README.md or relevant resource |
Related playbooks & internal references
| Playbook / doc | Use for | Link |
|---|---|---|
| Mutual intro / outbound / partner motion | knowledge/sales/agents/playbooks/… or standards/04-prompts/… |
Related events (past or upcoming)
External / field events only (conferences, partner QBRs, hosted webinars, dinners). Discovery calls, demos, and workshops with this account live under transcripts/ (plus optional *_notes.md / *_agenda.md in the same folder)—link them below, not here.
| Event | Date | Relevance | Link |
|---|---|---|---|
| Conference, partner QBR, webinar, dinner | knowledge/sales/events/… (if present) or external URL |
Calls & transcripts (this lead)
| Artifact | Date / topic | Link |
|---|---|---|
transcripts/… |
External research (Exa / web)
Verifiable only; every bullet should trace to a source or an explicit “hypothesis” label.
As of: YYYY-MM-DD
Tools: Exa (preferred) and/or WebSearch — run queries on company, account, industry, and named people (buying team + partner contacts). Optional: FullEnrich (structured enrichment; see below).
Snapshot
- Company / account: …
- Industry / peers / dynamics: …
- Triggers (news, filings, jobs, tech signals): …
- Risks (M&A, distress, leadership churn): …
- People (prior roles, posts, talks): …
Structured enrichment (optional)
Purpose: Quickly resolve firmographics and identity hints (domain, HQ, headcount, LinkedIn URLs) — not a substitute for Exa/Web sources when making claims.
- When to run:
- Run company lookup when domain/name is ambiguous or you want a normalized firmographic snapshot.
- Run person lookup to fill the Pursuit gate (name/title/LinkedIn) and optionally obtain contact details for immediate outreach.
- Guardrails:
- Do not turn enrichment fields into “claims” without corroborating sources (press/site/filings).
- No fabricated fields — unknown stays explicitly unknown.
- Treat emails/phones as sensitive; do not paste raw PII into this repo unless policy allows it.
- How to run (Cursor skills):
.cursor/skills/company-lookup/SKILL.md.cursor/skills/person-lookup/SKILL.md
Sources
Exa / search log (optional)
Queries used (paste or paraphrase): …
Strategy & motion
Warm intro paths, partner ask, cold sequence, forwardable blurbs—link to full copy in proposals/ if long. For outreach-first drafting, see lead-play-template.md.
Scoping (when entering commercial design)
Use this block once you are shaping a concrete engagement—not before the pursuit gate is satisfied.
| Dimension | Notes |
|---|---|
| Renewal path | Fractional Data Team-as-a-Service (FDTaaS) or Data Foundations Sprint (DFS) |
| What | Scope, deliverables, outcomes / success criteria |
| How | Approach, phases, tech stack assumptions, partner alignment |
| Who | Brainforge + client + partner team; DRIs |
| How much | Commercial shape (fixed, T&M, retainer), indicative range, what’s in/out |
| When | Timeline, milestones, decision dates |
Execution checklist
- Partner contacts complete with LinkedIn (AE + relevant SE/specialist).
- Budget owner, champion, executive sponsor — all named with title + LinkedIn (or documented waiver).
- Internal links filled or explicitly “none yet.”
- External research dated; risky claims verified or labeled hypothesis.
- Renewal path selected and documented (FDTaaS vs DFS) before proposal drafting.
- Scoping table updated before formal proposal / SOW (
standards/02-writing/SOWs/sow-template.md).
Related (paths)
- Sales hub: README.md
- Renewal paths:
knowledge/sales/sow-framework/README.md - Outreach play template: lead-play-template.md
- Lead folder index: README in parent if present
- SOW template:
standards/02-writing/SOWs/sow-template.md