account-research

name	Account Research
description	Profile a target account and its buying committee into a briefing that sharpens the approach.
category	Research

Account Research

Build a picture of a target account — its business, its people, and its triggers — so outreach lands with relevance.

When to use

• A named account enters the pipeline.
• Before a first call, to earn the buyer's time.

Steps

1. Understand the account's business and where it is heading.
2. Map the buying committee and each person's likely concern.
3. Find the trigger — a change that makes now the right time.
4. Connect your offer to a problem the account actually has.
5. Summarize into a briefing with an angle for the first touch.

Output

An account briefing: business context, buying map, trigger, and a first-touch angle, following the [[Sales playbook]]. Feeds outreach.