Illustrated conceptSales
Account researcher
Prepares a brief on an account before a call, from your CRM and public sources.
For: Account executives and account managers
When it runs
What starts it
- A meeting with a target account is booked in the calendar.
What it reads
- CRM history for the account
- The company’s website and recent news
- Notes from earlier calls
How the work changes
Today
- The rep opens the CRM, searches the web and rereads old notes
- They write a brief by hand, or go in unprepared
With the workflow
- The brief arrives before the call, each claim linked to its source
- Gaps in the CRM are flagged
- The rep checks it and adds their own view
What it produces, and who checks it
Outputs
- A one-page account brief, with sources
- Suggested questions for the call
- CRM gaps flagged
What a person does
- The rep reviews the brief before the call
- Nothing is sent to the customer automatically
Companies with little public information get a shorter brief, marked as such.
What it needs
If these aren’t in place, they become the first part of the work.
- Read access to the CRM
- An agreed list of sources
- A brief template the team likes
Discuss this workflow.
Tell us how the work runs today. We’ll tell you what it would take to set this up in your tools.