Find · Sourcing

Two sources, because there are two questions

A prospect corpus answers who matches your ICP. Your own LinkedIn account answers who just did something interesting. Neither replaces the other, and they run on separate clocks so one failing vendor never takes the other's leads with it.

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ContactsSearch/14,208

Contacts1,284Series-A fintech opsImport CSV

Name	Title	Company	Status	Intent	Industry	Size
PRPriya Raghavan	VP Revenue Ops	Northwind	Queued	5Burning	Financial Services	240
DODaniel Okoye	Head of Demand Gen	Cadence	Queued	4Hot	Software	90
MLMara Lindqvist	Director, Sales Dev	Fernweh	Queued	4Hot	Software	60
ABAisha Bello	CRO	Threadline	Booked	5Burning	Retail Tech	410
THTomás Herrera	Founder	Halyard	New	3Warm	Logistics	24
EMElena Marchetti	VP Marketing	Sablefish	New	2Cold	Fintech	130
JWJonas Weber	GTM Lead	Kestrel	New	1Cold	Software	45
RCRavi Chandran	Head of Growth	Loomis	New	1Cold	Marketplaces	310

1–8 of 1,284Page 1 of 161

What is actually going on

Every claim below is followed by the mechanism under it, because a claim without a mechanism is a slide.

The corpus pull is sized before it runs

Under twenty-five matches is a typo, not a small market. Over four million is not an ICP, and paging into it would import whoever the database happened to sort first. The count is checked before a single credit is spent.

Filter values are resolved by the vendor, never guessed by a model

The United States is id 4000012 in one corpus and 1 in another. Asking a model to guess would buy a silent failure mode: a wrong id matches nothing and reports success. The ICP is stored as human phrases and resolved through the vendor's own lookup, with the match count attached.

LinkedIn search picks one of four instruments

Classic LinkedIn has no single rich people search, so the signal kind chooses the tool: post engagement for a keyword, authors for a news mention, job postings for a hiring trigger, people search for everything else. Engagement beats authorship. A post has one author and often hundreds of engagers.

Job postings are the only route to a company domain

Classic job search is the one search that returns a numeric company id, and the company profile is the one place a real website exists. Hiring leads therefore arrive with a company name, a domain and a headquarters country already attached, instead of inferred.

Step by step

How lead sourcing runs

1
Resolve
Your ICP phrases become the vendor's own filter ids, with a live match count.
2
Size
Too small is a typo; too large is not an ICP. The walk is refused rather than run badly.
3
Walk
Up to 200 candidates per workspace per daily tick, with a cursor that moves forward across ticks and resets when the ICP changes.
4
Write
Every candidate is revealed before the insert. Only the people the corpus answered for with an address become contacts.

The numbers

Facts, not adjectives

Every figure here is a real value from the running product. A cadence from the scheduler, a price from the credit table, a limit from the ramp. A marketing page that invents a limit is a support ticket with a delay on it.

FindSourcing

Corpus size: 700M+ contacts, licensed
Corpus pull: Daily, 200 candidates per workspace
LinkedIn sweep: Every minute, per active signal
Candidates per signal: Up to ~120
Search cap: 1,000 results. LinkedIn's own ceiling
Provenance recorded: source_system, collection_method, collected_at

Lead sourcing, honestly

Do I need a Sales Navigator seat?

No, and nothing in the product assumes you have one. Classic LinkedIn's four searches plus the licensed corpus are the whole sourcing surface.

What happens if I have not connected LinkedIn?

Signals go idle and say so. Onboarding is not blocked on it, and corpus sourcing keeps running. LinkedIn is the slowest channel to connect and the most likely to fail, so nothing waits on it.

Find

Who to talk to, and when they got warm

Every feature

Intent signalsKeywords, reactions and replies, scored into one number the queue sorts onOpen EnrichmentEvery lead arrives with an address, or it does not arriveOpen ICP & the fit gateMembership is binary and decided before a contact existsOpen AudiencesLists that a campaign can point at, named for the ICP that built themOpen

Keep reading

All features

IntentIntent signalsKeywords, reactions and replies, scored into one number the queue sorts onRead more EnrichmentEnrichmentEvery lead arrives with an address, or it does not arriveRead more ICPICP & the fit gateMembership is binary and decided before a contact existsRead more

Lead sourcing is one part of it. The rest runs too.

Sourcing, enrichment, intent, copy, sending, replies and reporting are one product with one bill and one gate. Connect a channel and the whole motion starts.