Lead Research

Purpose

Research an account well enough that the outreach is obviously not a template. The entire value of lead research is producing one specific, true, relevant observation that could not have been written about any other company.

When to Use

• Researching an account before outreach.
• Qualifying inbound leads.
• Building a target list.
• Preparing for a sales call.

Capabilities

• Qualification against a defined profile.
• Trigger-event identification.
• Finding the right contact and the actual decision maker.
• Producing a brief that makes outreach specific.