Business model and offer
Understand what the company sells, who buys it and how customers take action.
COMPANY RESEARCH FOR SALES
Research a potential client before the first email or call.
Understand what the company does, what may make your service relevant, what evidence supports the opportunity, who likely owns the problem and what you still need to learn in conversation.
For consultants, agencies, freelancers and small sales teams that want context before outreach.
RESEARCH THAT HELPS A SELLER ACT
Collect only the company information that changes your sales decision.
The goal is not to summarise the entire internet. It is to know enough to decide whether to contact the business and how to make the first conversation useful.
Recent change
New services, locations, hiring or technology can provide timing context when relevant to your offer.
Problem evidence
Use the company website and appropriate public sources to identify an observable situation worth investigating.
Decision ownership
Map the problem to a role or function before searching for contact information.
CHECK THE EVIDENCE
Research should reduce uncertainty, not hide it.
Label direct observations, interpretations and unknowns separately so the seller can judge the strength of the case.
- Observed = directly supported by a source.
- Inferred = a conclusion that still requires judgement.
- Verified = confirmed against another appropriate source.
- Unknown = not established and still worth asking about.
A SIMPLE WORKFLOW
01
Understand the business
Confirm the offer, market, locations and customer journey.
Confirm the offer, market, locations and customer journey.
02
Find relevant signals
Look for problems or changes connected to what you sell and retain the source.
Look for problems or changes connected to what you sell and retain the source.
03
Research the likely owner
Map the situation to a function, then find the appropriate person.
Map the situation to a function, then find the appropriate person.
04
Prepare the conversation
Summarise why the company is worth contacting and what still needs verification.
Summarise why the company is worth contacting and what still needs verification.
Research the company before you spend time on outreach.
Keep the reason, evidence, likely decision-maker, contact route and unknowns together in one prospect brief.