ACCOUNT RESEARCH · Workflow idea
Organize permitted company information against a documented ideal-customer profile and prepare a reasoned fit assessment. Keep each signal linked to its source and date, explain missing or uncertain data, and avoid sensitive or discriminatory criteria. A score is a research aid—not a decision about a company or its people—and a sales owner should verify evidence before choosing any next step.
01 / The starting point
A company name and an approved account-research purpose
“Compare observable business information with documented fit criteria without overstating certainty.”
02 / The work
Helps sales teams organize company signals into a reviewable comparison with their stated customer profile.
Make sure the company review supports an approved business activity.
Use transparent company-level requirements rather than personal characteristics.
Record source and observation date, and flag information that is missing or uncertain.
Check for stale records, weak proxies, and criteria that could produce unfair results.
Have a person verify account context and decide whether a next step is appropriate.
03 / The result
An evidence-linked account-fit summary with limitations and reviewer approval status.
Reviews & approvals · Example outcome
An evidence-linked account-fit summary with limitations and reviewer approval status.
Company information can be incomplete, outdated, or a poor proxy for actual need. Use approved sources, retain dates and evidence, avoid personal or sensitive inferences, and never make outreach or eligibility decisions from a score alone.
04 / Make it yours
A few choices shape the work around your team.
Keep the account assessment tied to specific, reviewable business needs.
Check source terms and minimize personal information in research records.
Make the basis and limits of each assessment visible to reviewers.
Require an owner to approve prioritization and any contact.
Keep exploring
Organize public company details into a source-linked account brief for a person to verify.
Identify possible role-relevant stakeholders for a business opportunity using defined criteria and permitted sources.
Gather business-profile research for a new account and let an owner verify the findings and permitted contact details before records are changed.