Workflow
#list-building
#data-ops
List Building Complete Playbook
Workflows
Free, ungated
An end-to-end playbook for B2B list building, data sourcing, ICP scoring, and CRM hygiene. Protect your sending domains and ensure SDRs are only calling the highest-probability accounts.
What's inside
| File | What it does |
|---|---|
.agents/skills/SKILL.md | Orchestrator and routing logic |
.agents/skills/list-icp-definition.md | 3-Layer ICP model and Anti-ICP definition |
.agents/skills/list-company-sourcing.md | Account waterfall approach and sourcing methods |
.agents/skills/list-contact-discovery.md | Buying committee mapping and Boolean search |
.agents/skills/list-account-qualification.md | Account scoring matrices and ABM tiering |
.agents/skills/list-data-validation-hygiene.md | ZeroBounce rule and verification waterfalls |
.agents/skills/list-deduplication-merge.md | Cross-source deduplication and CRM sync logic |
.agents/skills/list-abm-account-selection.md | Revenue reverse-engineering for Enterprise ABM |
Prerequisites
- Data provider (Apollo, ZoomInfo, Cognism, Clay)
- AI IDE (Claude Code, Cursor, Windsurf)
Installation
Cursor, Windsurf, or Generic AI IDE
- Clone the repo:
git clone https://github.com/forma-norden/list-building-complete-playbook - Copy the
.agents/skills/directory into your project's.agents/skills/folder.
Claude Code
- Clone the repo:
git clone https://github.com/forma-norden/list-building-complete-playbook - Copy the
.agents/skills/directory into your project's.claude/skills/folder.
Usage
Load the orchestrator in your IDE and state your goal. For example: How do I map out the buying committee for mid-market software deals?
Running tests
Use the prompt tests in tests/ to validate expected behavior and edge cases before deployment.
tests/README.mdinlist-building-complete-playbook- Load each skill and run the corresponding test prompt
- Compare output against the validation checklist before rollout
Who this is for
GTM engineers, RevOps leads, VP Sales, and founders at B2B companies with 50 to 500 employees who are building or consolidating their outbound infrastructure and want to reduce tool sprawl through better-engineered GTM systems.
Ecosystem connections
This repository is designed to work as part of the Forma Norden open-source GTM ecosystem.
Works with
| Repo | Relationship | When to use together |
|---|---|---|
signal-based-list-building-workflow | Parallel | This playbook defines the strategic why and who; the workflow repo dictates the technical how (stacking signals in n8n/Clay). |
sales-triggers-taxonomy | Upstream | The taxonomy defines the events you must look for during the Account Qualification phase of list building. |
cold-email-copy-playbook | Downstream | The target lists built here are ultimately fed into the sequences defined in the copy playbook. |
clay-claude-code-skill-pack | Downstream | Use the list building criteria defined here to execute physical enrichment runs inside Clay. |
Suggested skill chains
- The Data Ops Foundation:
list-icp-definition(define the rules) >list-company-sourcing(find the logos) >list-contact-discovery(find the people) >list-data-validation-hygiene(verify everything).