What starts it
- A meeting with a target account is booked in the calendar.
Illustrated conceptSales
Account researcher
Prepares a brief on an account before a call, from your CRM and public sources.
Account researcherBRIEFS 4
Company and sector
Recent news
Past work with the firm
Questions for the call
from your CRM and public sourcesready before the call
When it runs
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
Companies with little public information get a shorter brief, marked as such.
What a person does
- The rep reviews the brief before the call
- Nothing is sent to the customer automatically
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
Where this workflow fits
- Service
AI Agents
For one defined job
- Business need
GTM engineering
Less preparation, more selling.
Clay
Data enrichment and account research for sales teams, across many data providers.
- Industry
Private equity
Portfolio operations, and work inside the firm
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.