Ultimate Guide to Account Research - Dan Gridin

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. Step 1. Grasp the big picture of what’s going on in the account's industry “You need to feel the zeitgeist: what are the major market shifts, what the leaders are doing etc. Then understand how your target account is coping with those changes.” What to look for

   In Account research timeboxing

2. Everybody says that you need to do your research; however, almost no frameworks show how to do it. “As a result, most enterprise sellers do their research intuitively and waste an insane amount of effort with nothing to show for it besides surface-level intel (tech stack, growth rate, exec hires, etc.)” At the same time, the bar for engaging the C-Level execs is so high right now that your pitch needs to be super-relevant to grab attention.

   In Account research timeboxing

3. What to look for “What’s going on in the industry (trends, lay-offs, growth, stagnation, geopolitical stuff, etc.)” How the client’s business works (product line, target industries etc)

   In Company and industry research

4. Step 1. Grasp the big picture of what’s going on in the account's industry “You need to feel the zeitgeist: what are the major market shifts, what the leaders are doing etc. Then understand how your target account is coping with those changes.” What to look for

   In Company and industry research

5. What’s going on in the industry (trends, lay-offs, growth, stagnation, geopolitical stuff, etc.) “How the client’s business works (product line, target industries etc)” Where to look

   In Company and industry research