<aside> ⚠️ Make a copy of this exercise to complete it

</aside>

In this exercise, we will reverse-engineer your lead generation workflow. Starting with the output you want to send, you will work backwards to determine the input and enrichment processes necessary to achieve your goal. The input should be directly related to the trigger you selected in the previous exercise, meaning you will only need to research and work with data relevant to that trigger.

Exercise Part 1: Defining Your Desired Output

Start by defining what you want your workflow to achieve. What output are you expecting from this process? The output could be sending leads to a CRM, an email sequencer, a LinkedIn automation tool, or any other external tool for outreach or further nurturing.

Next, define the desired output dataset format and the specific data you need to send to your chosen tool. This could include fields like name, email, phone number, message, LinkedIn URL, and more. Make sure to research the external tool’s data requirements, which you can often find in their API documentation or in Clay’s own documentation.

<aside> ✒️ Complete the expected output and dataset here.

For Example:

• Output Tool: Smartlead
• Dataset Format: Name, email, personalized AI message
• Output Example: Leads sent to Smartlead with name, email, and AI-generated personalized message </aside>

Exercise Part 2: Reverse-Engineering the Workflow (Input Data)

Now that you’ve defined your output, let’s work backwards. What input data do you need to produce the output you just outlined? This input data should be directly related to the trigger you selected in the previous exercise. By knowing what information the trigger can provide, you will only need to gather and research the dataset from the trigger source.

<aside> ✒️ Complete the input data here

For Example:

• Trigger: Job post
• Input Data: Company name, Job title, Job description, Company URL </aside>

Exercise Part 3: Enrichment

With your input data identified, think about the additional data you will need to enrich it. What information will help you turn this raw input into qualified leads or prospects ready for outreach? Consider adding data like contact details, company revenue, or AI-generated messaging to further refine your list.

<aside> ✒️ Complete the enrichment tasks here.

For Example:

• Enrich company data to find revenue, employee count, industry, etc.
• Enrich lead data to find contact info, job role, and social media profiles.
• Use AI to generate personalized outreach messages based on job description or company details. </aside>

Exercise Part 4: Choosing Tools for Input and Output

Now that you have your output and input steps, it’s time to choose the right tools for each stage of the workflow. You need to identify tools for:

1. Getting Input Data: Tools to gather data like job posts, LinkedIn profiles, or company websites based on the trigger.
2. Sending Output: Tools to deliver the final output to your CRM, email sequencer, or LinkedIn automation tool.