Researching prospects before you reach out

Skills you'll practise

• Identify business signals that make an account worth contacting now
• Judge whether a source is reliable and current enough to use
• Exclude personal-life information from prospect research and CRM records
• Score and rank accounts by fit and signal using a simple scoring table
• Write a short, sourced research summary a colleague could use

Course outline

1. 1.Researching prospects before you reach outVideo · 2 min
2. 2.Signals worth acting onLesson · 15 min
3. 3.Sources, accuracy and privacyLesson · 15 min
4. 4.Scoring, recording and prioritizingLesson · 15 min
5. 5.Researching prospects before you reach out: knowledge checkKnowledge check · 16 questions
6. 6.Researching prospects before you reach out: practical exerciseKnowledge check · 1 question
7. 7.Final exam9 questions · passing it completes the course, so people who already know the material can test out

Sources it draws on

The lessons and questions are written from these references, so learners can go back to the original.

• General consultative-selling practice (discovery, qualification, value)
• General data-protection principles for business contact data (purpose, minimization, accuracy); follow your organization's policy and local law