Workflow
From a company name to a better first conversation.
Research the company, keep the evidence, identify the likely decision-maker, decide whether it is worth contacting, and work from a concise brief. You can do every step yourself or split the work across a team.
Opportunity Brief
The answer before you reach out.
Research Desk
Research the company in one place.
Evidence
Keep the source behind every important finding.
Decision-maker
Find the person most likely to own the problem.
Approval Gate
Review the fit before outreach.
Assignment
Send approved prospects to the right person.
Sales Desk
Give the seller the context, not another research task.
Field feedback
Use real conversations to improve future research.
Step by step
What happens at each stage and what needs to be true before the prospect moves forward.
The important part is not just the steps. It is knowing when the research is good enough to move forward and when more work is needed.
Opportunity Brief
Owner · Research, consumed by salesOne clear page showing why the company may be worth contacting, the evidence, the likely decision-maker, contact context, unknowns and what to discuss first.
What stops it here
A brief is only assembled after approval. There is no brief for an unapproved account.
Research Desk
Owner · ResearchWork through target companies in a queue and keep useful findings, notes and sources attached to the company as you research.
What stops it here
An account with no recorded commercial problem does not leave research, however complete the firmographics are.
Evidence
Owner · ResearchEach finding records where it came from, when it was seen, when it was last checked, and whether it was observed directly or inferred.
What stops it here
A finding without a source is not evidence and cannot support an approval.
Decision-maker
Owner · ResearchLikely decision-makers are identified with the evidence behind the judgement, and disagreement between sources is shown rather than resolved silently.
What stops it here
Where sources disagree on who decides, the disagreement is carried forward rather than resolved by picking one.
Approval Gate
Owner · Research leadCheck whether the research is strong enough to act on. Approve, hold or reject the prospect and keep the reason with the record.
What stops it here
A required policy check that fails makes the account unassignable. The screen names the check.
Assignment
Owner · Sales managementApproved accounts are assigned deliberately, with the plan visible before it commits.
What stops it here
An account that has not been approved cannot be assigned. This is refused, not warned about.
Sales Desk
Owner · SalesThe brief, the contact route and the first-conversation context are on one screen. The outcome is recorded in a tap.
What stops it here
A rep works one account at a time and records an outcome before the next is offered.
Field feedback
Owner · Sales, consumed by researchWhat the rep learns returns to the account: wrong person, wrong number, problem confirmed, or timing changed.
What stops it here
A returned signal changes the account record, so the next researcher starts from what the last conversation proved.
The review step
Research should be checked before outreach.
The review step makes the final decision visible. A prospect can be ready, held for more research or rejected, and the reason stays with the record.
- 10:14 Ready for outreach · Research lead
- 10:08 Research checked · Research lead
- 09:58 Research finished · A. Reyes
The exact review history and fields available in your account can be confirmed when access is set up.
For solo users and teams
Use the same workflow alone or split the work across researchers and sellers.
| Role | Responsible for | Can reach |
|---|---|---|
| Researcher | Researches companies, records findings and sources, and identifies likely decision-makers. | Assigned companies and their research. |
| Research lead | Checks the research and marks prospects ready, held or rejected. | Research, sources and review decisions. |
| Sales manager | Assigns ready prospects and reviews team activity and outcomes. | Ready prospects and team activity. |
| Sales rep | Works assigned prospects, records what happened and returns useful feedback. | Their assigned prospects. |
Try it with companies you actually want as clients.
Use companies you already know or genuinely want to win, so you can judge whether the research is useful.