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AI workflow · Sales · Lead generation

Prospect Research with AI

Prospect research with AI means handing the model a fixed set of public sources about one account and getting back a one-page brief — what they do, what changed recently, who you are writing to, and one reason to contact them now — that a rep can verify in five minutes.

TeamSales
LevelBeginner
ToolsChatGPT · Claude · Copilot
How it usually goes
  • Open the company site, LinkedIn, a news search and the CRM in separate tabs.
  • Skim each, copy fragments into a note.
  • Write the outreach from memory of what you skimmed; most of the research never reaches the email.
The workflow · 5 steps
  1. 1

    Collect the sources, not the conclusions

    Paste the text of the About page, the product or services page, the contact’s LinkedIn headline and summary, and your CRM history for the account. If your tool can browse, give it the URLs and tell it to use only those.

  2. 2

    Ask for a brief in a fixed format

    Five headings, every time: what they sell and to whom, what changed in the last 12 months, the contact’s role and likely priorities, one specific reason to reach out now, and what is unknown.

  3. 3

    Make it show its sources

    Require a source after every claim: which pasted document, or which URL. A claim with no source gets deleted, not trusted.

  4. 4

    Verify the two facts you will quote

    Pick the two facts you plan to mention in the email and check them yourself. Everything else in the brief is background.

  5. 5

    Save the brief to the account

    Paste it into the CRM note so the next person does not redo it.

The prompt · copy and paste
You are preparing a sales rep for first contact with one account.
Use ONLY the sources pasted below. If something is not in the sources, write "unknown".

Produce a one-page brief with these headings:
1. What they sell, and to whom (2 sentences)
2. What changed in the last 12 months (bullets, each with its source)
3. The contact: role, likely priorities, what they probably get measured on
4. One specific reason to reach out now (must cite a source)
5. Unknowns I should ask about

SOURCES:
[paste website text, LinkedIn summary, CRM notes]
Example output · fictional company
What they sell: Northwind Logistics runs regional LTL freight for mid-size manufacturers across Texas and Oklahoma. (source: About page)
What changed: Opened a Fort Worth cross-dock in March (source: News page). Hiring three dispatch coordinators (source: Careers page).
The contact: Dana Reyes, Director of Operations. Likely measured on on-time delivery and cost per shipment.
Reason to reach out now: New facility plus open dispatch roles suggests the scheduling workload just grew. (source: News + Careers)
Unknowns: Which TMS they run. Whether dispatch is centralised.

The full reusable version, with input fields and customisation notes: Prospect Research Template.

Before it goes out · a person checks

Review checklist

  • Every claim has a source you can open.
  • The two facts you will quote were checked by you, today.
  • Nothing about the contact is inferred from personal social media.
  • The "reason to reach out" would make sense to the prospect, not only to you.
Don’t use it for

Where this workflow stops

  • Accounts where the only source is the model’s own memory — it will invent a plausible company.
  • Regulated outreach where every statement needs compliance review first.
  • Personal details. Research the company and the role, not the person’s private life.

Part of AI for Sales. Not sure your team is ready for workflows like this? Take the AI Readiness Assessment — 10 questions, no email. Want your team to build this on its own work? See how training works.

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Bring one task.
Leave with it running.

Book a 30-minute call. You’ll have a recommended format and a written quote within 24 hours.

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