Your play
Here’s The Precision Play, the RevOps system for teams of 1-2 or 3-5 reps with a TAM under 10,000 contacts (or unknown).
For teams of 1-2 or 3-5 reps with a TAM under 10,000 contacts (or unknown). Your market is too small to automate into. Automating a sub-10k TAM burns it in 2-3 months and the reply quality crash is irreversible. Every outbound touch in this play is rep-driven and signal-led.
What you’re building.
- Named-account portfolios so every rep owns their patch
- A signal layer on every account, scored and routed to the owning rep in real time
- Multi-channel manual outreach on priority signals (12 touches across 3 channels)
- Centralised, enriched inbound with best leads routed to best reps
- A 5-minute speed-to-lead SLA on qualified inbound
The six steps:
- Confirm your TAM size in Clay (this play assumes under 10k, verify it)
- Tighten ICP and assign named-account portfolios
- Layer signals on all named accounts via Whitewhale + Trigify
- Compose the final score (Whitewhale weight + ICP + recency) and route to the owning rep
- Reps run multi-channel manual outreach on priority signals
- Centralise inbound, composite score, route top-to-top, enforce the 5-min SLA
No outbound automation. Instantly is used for inbound nurture only.
What you’ll need.
Phase 0 first. Don’t skip it.
00
The TAM check
30 minBefore anything else, pull a Clay query with your tightest ICP filters and count the contacts.
- Under 10,000: you’re in the right play. Do not automate outbound
- Over 10,000: you want the Hybrid Play instead, manual on priority plus automation on the tail
This single number dictates the whole system. If you weren’t sure of your TAM in the quiz, this is your step zero.
01
Named-account portfolios
60 min- Load your full TAM into a Clay table
- Cut it into portfolios of 100-200 accounts per rep
- Add an ownership column and assign every account to a named rep
Why named accounts: reps work better when accounts are theirs. Round-robin means no ownership and no follow-up. Skin in the game compounds across weeks.
02
The signal layer
90 minTwo sources, one queue per rep.
- Connect Whitewhale to your CRM. Define the buying signals that matter: funding, hiring, executive moves, job changes, tech stack changes. Whitewhale ingests, scores, and syncs scores into the CRM next to each account in real time
- Add Trigify for LinkedIn engagement and profile-view de-anonymisation, the signals Whitewhale can’t catch on its own
- Flow everything into a per-rep signal queue
With multiple reps you can monitor signals daily. More humans means faster reaction.
03
Score and route
60 min
04
The rep outreach motion
For each priority signal, the owning rep runs:
- LinkedIn DM within 24 hours, referencing the signal
- Personalised email, no template
- Trellus call attempt on the Prospeo-enriched mobile
- Follow-ups on day 3, 7, and 14
3 channels x 4 touches = 12 chances. Most reps stop at 4. The ones who do all 12 close deals.
05
Centralise and enrich inbound
90 min- Webhook every form, demo request, content download, calendar booking, and chatbot conversation into one Clay table
- Auto-enrich every record:
- Company size, industry, tech stack, recent news
- Person seniority, LinkedIn URL
- Verified email and mobile via Prospeo
Reps shouldn’t burn 10 minutes researching every lead. The context should be ready when the alert hits Slack.
06
Composite scoring + top-to-top routing + 5-min SLA
60 min- Two scores per inbound lead:
- ICP fit (0-10): industry, size, region, tech stack
- Intent (0-10): which form, which page, urgency keywords, repeat visits
- Routing rules:
- Highest composite scores go to your top-performing reps, not round-robin
- Lower scores route to the broader pool
- Round-robin only within score bands to keep workload even
- The assigned rep gets a Slack DM with name, company, role, score breakdown, enrichment summary, and a one-click Trellus call link
- 5-minute response SLA during business hours, tracked with auto-timestamps in your CRM
- Non-qualified leads go into an Instantly nurture sequence and get re-scored monthly
5-minute response converts 2-4x better than 30-minute. Industry average is 47 hours. You’re not competing on average.
The rep daily cadence.
Every rep, every day, in this order:
- Inbound queue (continuous, 5-min SLA): call within 5 minutes, goal is meeting booked or strong no
- Today’s signals: new job changes, funding, hiring on named accounts, outreach within the day
- Follow-ups: day 3, 7, 14 touches on open sequences
- Disposition tagging: every “no for now” gets tagged (budget, timing, wrong contact) and triggers a recycle workflow
Weekly (team): Monday pipeline review, Wednesday signal queue refresh, Friday cohort analysis (reply rate by signal type).
Monthly: TAM refresh, disposition analysis.
Mistakes that kill this play.
- Automating anyway. Under 10k contacts, automation burns your market in 2-3 months. There’s no undo
- Round-robin on all inbound. Top reps should get top leads. Always
- No SLA tracking. Without measurement, reps drift to 1-hour response
- Skipping disposition routing. Every “no” should fuel a recycle workflow
This system supports 1-2 or 3-5 reps running high-quality manual touches with sub-5-minute response on qualified inbound.
● Calculator
What 30-40% more pipeline is worth.
Same selling hours, same reps. Move the sliders to your numbers.
Same selling hours. Annual upside:
£86k to £115k
more closed revenue a yearLeads called within 5 minutes convert 2-4x better than leads called in 30. The industry average response is 47 hours.
● The stack
Tools we run this play on.
● Get started
Get my 10 accounts→See it working on your market.
Book a 30-minute call and we’ll show you this live: 10 accounts in your ICP with buying signals that fired in the last 7 days, the full buying committee, and verified contact info for every lead.