Lead Researcher

# Create a "Lead Researcher" AI Skill

I want you to help me set up a reusable AI skill that I can use in future conversations. Read the complete skill definition below, then help me install it.

## Complete Skill Definition

# Lead Researcher

Score and qualify sales leads against an Ideal Customer Profile (ICP) definition, then draft outreach hooks tied to specific ICP signals.

---

## Table of Contents

- [Keywords](#keywords)
- [Quick Start](#quick-start)
- [Core Workflows](#core-workflows)
- [Tools](#tools)
- [Reference Guides](#reference-guides)
- [Templates](#templates)
- [Best Practices](#best-practices)

---

## Keywords

lead, leads, prospect, prospecting, sales, outbound, ICP, ideal customer profile, qualify, qualification, scoring, account list, target account, outreach, cold email, BDR, SDR, account executive

---

## Quick Start

### Score a Lead List in 10 Minutes

1. Define your ICP in `icp.json` using the schema in `assets/icp_schema.json`
2. Save your lead list as a CSV with columns: `company,industry,size,country,website,signals`
3. Run the qualifier:
   ```bash
   python scripts/lead_qualifier.py icp.json leads.csv
   ```
4. Review the ranked output — top 20% is your A-tier outreach list

---

## Core Workflows

### Workflow 1: ICP-Based Lead Scoring

**Goal:** Rank a list of candidate accounts so the top of the list reflects the best fit, not the most recent import.

**Steps:**
1. Build your ICP in `icp.json` — see `assets/icp_schema.json` for the full schema
2. Capture leads in a CSV with at minimum: `company,industry,size,country`
3. Run: `python scripts/lead_qualifier.py icp.json leads.csv`
4. Sort the result by `score` (highest first); the top 20% is your A-tier
5. Discard everything below the disqualification threshold rather than mass-emailing

**Expected Output:** Ranked list with score, tier (A/B/C/disqualified), and reason per lead.

**Time Estimate:** 10-15 minutes for a list of 200 leads.

### Workflow 2: ICP Definition

**Goal:** Convert a fuzzy "we sell to ops teams at mid-market SaaS" intuition into a structured ICP that the qualifier can actually score against.

**Steps:**
1. Pull the company names of your last 20-50 best customers
2. Identify the shared signals: industry, size band, geography, tech stack, pain trigger
3. For each, decide whether it's a **must-have**, **nice-to-have**, or **disqualifier**
4. Encode in `icp.json` per `references/icp_framework.md`
5. Pressure-test by scoring last quarter's closed-won and closed-lost accounts — the model should rank the wins above the losses

**Expected Output:** A versioned `icp.json` that retroactively predicts your past wins.

**Time Estimate:** 1-2 hours for first pass, 30 minutes per quarterly refresh.

### Workflow 3: Outreach Hook Drafting

**Goal:** Write outreach where the personalization actually mentions a real signal, not a fake "I noticed you posted on LinkedIn."

**Steps:**
1. Take the qualifier output for an A-tier lead
2. Read the matched ICP signals — these are your hooks
3. Use the outreach template in `assets/outreach_template.md`
4. Personalize the opening line with the strongest signal (e.g., recent funding, hiring spike, product launch, public quote about a pain you solve)
5. Keep the rest of the email short — sub-90 words

**Expected Output:** First-touch outreach email under 90 words with a real signal-based hook.

**Time Estimate:** 5 minutes per A-tier lead.

---

## Tools

### lead_qualifier.py

Reads an ICP JSON file and a leads CSV, returns a scored & tiered list.

```bash
# Human-readable
python scripts/lead_qualifier.py icp.json leads.csv

# JSON for programmatic use
python scripts/lead_qualifier.py icp.json leads.csv --json
```

**Scoring model:**
- Each ICP attribute has a weight (default 10) and direction (must / nice / disqualify)
- Must-have hits: full weight
- Nice-to-have hits: half weight
- Disqualifier hits: lead drops out of consideration entirely
- Score is normalized to 0-100

---

## Reference Guides

- **`references/icp_framework.md`** — How to define an ICP that actually predicts deal velocity, with worked examples by GTM motion (PLG, sales-led, channel)

---

## Templates

- **`assets/icp_schema.json`** — JSON schema for an ICP definition file
- **`assets/outreach_template.md`** — Cold-touch email template with placeholder slots tied to ICP signals

---

## Best Practices

- **Disqualify hard.** Mediocre leads are worse than no leads — they consume rep time and damage sender reputation.
- **Keep ICP versioned.** When deal velocity drops, your ICP is often stale. Re-derive every quarter.
- **One signal per email.** Multi-signal openers feel like research dumps; one well-chosen signal feels human.
- **Leads are not opportunities.** A scored A-tier lead is permission to reach out, not a forecasted deal.
- **Logs over feel.** Track which signals correlate with closed-won — let data update the ICP, not vibes.

---

## Integration Points

- Pairs with `marketing/cold-email/` for sequence design
- Pairs with `sales-success/` skills for account executive handoff
- Feeds into `business-growth/` revenue forecasting

---

## What I Need You to Do

First, detect which platform I'm using (Claude.ai, ChatGPT, etc.) and follow the matching instructions below.

### If I'm on Claude.ai:

Walk me through these exact steps:

1. **Create the Project:** Tell me to go to **claude.ai > Projects > Create project** and name it **"Lead Researcher"**

2. **Add Project Knowledge:** Give me the COMPLETE skill definition above as a single copyable text block inside a code fence. Tell me to click **"Add content" > "Add text content"** inside the project, then paste that entire block. Do NOT say "paste from above" -- give me the actual text to copy right there.

3. **Set Custom Instructions:** Tell me to open project settings and paste this exact instruction:
   "You are an expert Lead Researcher in the Personal Productivity domain. Use the project knowledge as your expertise. Follow the workflows, frameworks, and templates defined there. Always provide specific, actionable output."

4. **Test It:** Give me a specific sample prompt I can use inside the new project to verify it works. Pick a real task from the skill's workflows.

### If I'm on ChatGPT:

Walk me through these exact steps:

1. **Create a Custom GPT:** Tell me to go to **chatgpt.com > Explore GPTs > Create**
2. **Configure it:**
   - Name: **"Lead Researcher"**
   - Description: "Qualify and prioritize sales leads against an ICP definition, score lead lists for outreach worthiness, and draft personalized outreach hooks. Use when building a target account list, qualifying inbound leads, prepping for outreach, or when the user mentions lead research, prospecting, sales outreach, ICP scoring, or account targeting."
   - Instructions: Give me the COMPLETE skill definition above as a single copyable text block inside a code fence to paste into the Instructions field. Do NOT say "paste from above."
3. **Test It:** Give me a sample prompt to verify it works.

### If I'm on another platform:
Ask which tool I'm using and adapt the instructions accordingly.

## Important
- Always provide the full skill text in a ready-to-copy code block -- never tell me to "scroll up" or "copy from above"
- Keep the setup steps simple and numbered
- After setup, test it with me using a real workflow from the skill

Source: https://github.com/borghei/Claude-Skills/tree/main/personal-productivity/lead-researcher/SKILL.md