Best for
- Reps who receive account lists without enough context
- BDRs starting a new territory
- AEs preparing named-account outreach
Use CRM context, LinkedIn Sales Navigator, public research, and AI synthesis to understand a new account before the first touch.
A fast account brief with company context, likely initiatives, buyer roles, recent signals, and recommended first outreach angles.
Quick view
Check the audience, core tools, and access before you start the detailed steps.
Best for
Core tools
6 tools used across the workflow.
Access
Preview the open steps, then unlock the remaining implementation details and prompts.
Why this works
Reps waste time bouncing between LinkedIn, company websites, CRM notes, and random search results. This workflow creates a repeatable brief that gives enough context to act without turning research into procrastination.
Expected results
Research time saved
3-5 hours per account batch
The workflow centralizes CRM context, Sales Navigator role mapping, sourced public signals, and AI synthesis instead of making reps browse each source manually.
Accounts prioritized
10-25 ready or routed accounts
The process produces a queue with owner, selected angle, next action, due date, and confidence score rather than unstructured research notes.
Brief quality
Manager-reviewed standard
Sample brief review and confidence scoring help prevent reps from using unsupported signals or vague buyer-role assumptions.
Sales learning loop
Reply / meeting / disqualification tracking
Outcome fields show which account signals and first-touch angles actually create sales movement.
Step-by-step workflow
The first 2 steps are open. Pro unlocks the remaining steps, copy-paste prompts, pro tips, tool-by-tool setup guidance, and implementation details.
20 min
20 min
Start by exporting newly assigned accounts from HubSpot, folk, Airtable, or your territory spreadsheet into one working table. Work in hubspot, folk, and airtable and capture the concrete operating details: source links, buyer context, audience, claims, proof points, owner, review status, and the final deliverable link. When you use the prompt template attached to this step, paste the real source material, name the expected output sections, and ask the model to flag uncertainty instead of filling gaps. Before moving on, check that the handoff is tied to the right account or record and the owner knows the next action; the expected handoff is A deduped, research-ready account table with owner, segment, domain, and status fields.
A deduped, research-ready account table with owner, segment, domain, and status fields.
Do not start researching before normalizing company names and domains. Bad source data creates duplicate work and misleading AI summaries.
Create a clean research-ready account table from this account list.
Raw account list:
{{raw_account_list}}
Required fields:
- account_name
- domain
- owner
- territory
- segment
- industry
- employee_count
- region
- current_status
- existing_contacts
- last_activity_date
- source
- research_status
Output a cleaned table and flag duplicates, missing domains, unclear owners, obvious non-fits, and accounts that need manual review.25 min
25 min
Use Claude to score each account against your ICP before anyone spends time reading websites and LinkedIn profiles. Work in claude and airtable and capture the concrete operating details: source links, buyer context, audience, claims, proof points, owner, review status, and the final deliverable link. When you use the prompt template attached to this step, paste the real source material, name the expected output sections, and ask the model to flag uncertainty instead of filling gaps. Before moving on, check that the handoff is tied to the right account or record and the owner knows the next action; the expected handoff is A fit-scored account list with priority, exclusion, and missing-information fields.
A fit-scored account list with priority, exclusion, and missing-information fields.
The point is not perfect scoring. The point is to stop reps from spending their best research time on obvious non-fits.
Pro workflow preview
Previewing 2 of 12 steps
Get the remaining 10 steps, copy-paste prompts, pro tips, tool-by-tool setup guidance, and ongoing workflow and prompt releases.
$9/month
Score these accounts against our ICP.
ICP summary:
{{icp_summary}}
Accounts:
{{clean_account_table}}
For each account, return:
1. ICP fit score from 1-5
2. Fit reason
3. Disqualification or exclusion reason if any
4. Missing information
5. Recommended research priority: high, medium, low, or skip
6. What a rep should verify manually
Use conservative scoring. Do not assume fit when key data is missing.Related workflows
Continue with workflows that share a similar GTM motion, category, or tool stack.
A ranked account research system that turns Sales Navigator results into source-backed account briefs, owner assignments, outreach angles, and a feedback loop for better future searches.
A prioritized account research brief based on hiring signals, buyer roles, likely initiatives, and first-touch sales angles.
A prioritized ABM playbook for 10 target accounts with account hypotheses, message angles, proof needs, and outreach prompts.