account-research git:20260906.85504a9A

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---
name: account-research
description: Build a complete account sheet before a meeting - company, people, news, tech, pains, and talking angles. Use before any important prospect or client interaction.
metadata: {"navin":{"emoji":"🗺️","category":"sales"}}
---

# Account Research

Walk into every meeting knowing more about their context than they expect. Timebox research; separate facts from hypotheses.

## When to use

- Before discovery calls, demos, or strategic meetings
- Deep-dive on a single target account

## When not to use

- Bulk list building (`lead-prospector`)
- Presenting hypotheses as facts to the prospect

## The account sheet

```markdown
## Account - <Company> (<date>)
### Company
- What they do (their words) - size, geography, structure
- Business model & who THEIR clients are
- Recent news: funding, projects, expansions, incidents (URL + date)
### People (per attendee)
- Role, tenure, background, recent public statements
- Likely personal win from this project
### Signals
- Tech stack hints (site, job postings)
- Hiring patterns → priorities
- Public tenders / projects when relevant
### Hypotheses (to verify in meeting)
- Top 3 likely pains with evidence
- Budget/timing signals
### Angles
- Openers & smart questions
- Relevant references/cases of ours
- Risks (incumbent? bad history?)
```

## Sources

`web_fetch` site (about, news, careers) · `web_search` news + hiring · public profiles · reviews · tender platforms · `entity-research` · `buying-signals`.

## Workflow

1. Timebox: 15 min routine / 45 min big meeting / half-day strategic.
2. Fill the sheet; tag every claim with source URL or `unverified`.
3. Store `sales/accounts/<company>/research.md`; brief top 5 points in chat.
4. After the meeting: update via discovery notes - the sheet lives.

## Rules

- Public sources only.
- Hypotheses are for the meeting to test - never sell them as facts.
- Prefer recent evidence (<90 days) for timing claims.

## Anti-patterns

- Wall of unstructured browser notes
- Invented org charts