Checklist Account Research
Prospect Research Checklist
Complete prospect research checklist for B2B sales reps. Cover company intel, decision-maker mapping, and personalization data before every call.
Prospect Research Checklist
Thorough research before outreach is what separates top-performing SDRs from the rest. Use this checklist to gather the intelligence you need for personalized, relevant outreach.
Company Intelligence
- Confirm company size (headcount and revenue range)
- Identify primary industry and business model
- Review recent press releases and news mentions
- Check for recent funding rounds or M&A activity
- Note any leadership changes in the past 6 months
- Identify key products or services they sell
- Review their career page for open roles (hiring signals)
- Check their tech stack using Scrapine or similar tools
- Look for competitor relationships or partnerships
Decision-Maker Research
- Identify the economic buyer (who signs the check)
- Find the likely champion (who benefits most from your solution)
- Map other stakeholders who influence the decision
- Review LinkedIn profiles for shared connections or interests
- Check recent LinkedIn posts or articles they have published
- Note their career history and time in current role
- Look for conference appearances or podcast interviews
- Find their preferred communication channel
Competitive Landscape
- Identify which competing solutions they currently use
- Check for public reviews or testimonials about those tools
- Note contract renewal timing if discoverable
- Identify pain points mentioned in reviews or social posts
Personalization Data
- Find one specific, recent trigger event to reference
- Identify a shared connection who could provide a warm intro
- Note a piece of content they created or engaged with
- Prepare a relevant case study from a similar company
- Draft a custom value proposition tied to their specific situation
Pre-Outreach Validation
- Verify email address is current and deliverable
- Confirm phone number is direct line (not main switchboard)
- Ensure LinkedIn profile URL is correct
- Double-check job title has not changed recently
Scrapine automates the data-gathering steps in this checklist, enriching prospects with verified contact info, company data, and tech stack intelligence so you can focus on crafting the message.