CRO · Framework · Beginner · Saves 25+ hours
Account Research Framework
A framework for researching accounts efficiently before outreach.
What's included
- Research Priorities
- Must-have information
- Nice-to-have information
- Time allocation
- Research Sources
- Company website
- News and PR
- Financial information
- Technology stack
- Research Workflow
- Efficient research process
- Note templates
- Research triggers
- Application
- Personalizing outreach
- Conversation planning
- Qualification hypotheses
Best used when
- Preparing for outreach
- Training on research skills
- Improving personalization
- Balancing depth vs volume
The template
The Template
RESEARCH PRIORITIES
Research Checklist
ACCOUNT RESEARCH CHECKLIST
MUST HAVE (2 min):
☐ Company size (employees)
☐ Industry/vertical
☐ Recent news/triggers
☐ Contact's role and tenure
☐ One personalization hook
NICE TO HAVE (3 min more):
☐ Technology stack
☐ Funding/financial info
☐ Key competitors
☐ LinkedIn content/activity
☐ Mutual connections
DEEP DIVE (Tier 1 only):
☐ Annual reports/10K
☐ Job postings (signals)
☐ Executive quotes/interviews
☐ Customer reviews
☐ Industry analyst reports
TIME ALLOCATION:
Tier 3: 2 min max
Tier 2: 5 min max
Tier 1: 10 min max
Research Sources
| Source | What to Find | Time |
|---|---|---|
| Role, tenure, activity | 60 sec | |
| Company website | News, About, Products | 60 sec |
| Google News | Recent announcements | 30 sec |
| ZoomInfo/Apollo | Tech stack, contacts | 30 sec |
RESEARCH APPLICATION
Research-to-Outreach Template
RESEARCH NOTES TEMPLATE
ACCOUNT: _______________
CONTACT: _______________
KEY FINDINGS:
Company trigger: _______________
Personal hook: _______________
Pain hypothesis: _______________
PERSONALIZATION:
Opening line:
"[Personalization based on research]"
Why them:
"[Relevance to their situation]"
Proof point:
"[Similar company/result]"
QUALIFICATION HYPOTHESIS:
Need: Likely / Unknown / Unlikely
Timing: Active / Future / Unknown
Authority: Decision maker / Influencer / Unknown
Frequently asked questions
What is the Account Research Framework?
A framework for researching accounts efficiently before outreach.
Who is the Account Research Framework for?
It is built for CROs and their teams working on SDR/BDR Operations. The AI coach adapts it to your company, stage, and goals.
How long does the Account Research Framework take to use?
It saves roughly 25+ hours versus building from scratch. Our AI coach can tailor the framework to your situation in minutes, then hand you a step-by-step plan.
Is the Account Research Framework free?
Yes. You can read the full framework and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the Account Research Framework?
The coach teaches you the framework, asks a few questions about your business, tailors the framework to you, and gives you measurable next steps to execute.