How to plan a lead request
A request is research, not a database export. Describe who you want and why, then judge the results before you scale.
Updated
Test a new ICP with a small request
Start with the minimum request of ten companies for a new ICP or signal. Check the accounts it returns, then request more of what fits.
Describe the product in the buyer's words
Say what problem you solve and for whom, the way a customer would say it. The research uses this to judge fit, so vague or internal language gives weaker matches.
Example: Internal: "AI-native revenue orchestration platform." Buyer's words: "Routes inbound leads to the right rep in seconds, so none sit unanswered overnight."
Use one or two buying signals
Each signal narrows the market. Pick the one or two that best predict a sale, rather than stacking every signal you can think of.
Work from current research
Email lists lose about a quarter of their addresses a year in ZeroBounce's data, so reach out soon after a request finishes rather than saving a list for months.
Give it time to finish
Typical turnaround is 1–2 days, because every account is researched and checked. You don't need to resubmit; Recent requests shows progress.
Review results before you scale
Open a finished request in Pipeline and read why each account matched. If most fit, reuse the request for more. If not, change the ICP or signals first.
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