Make money doing the work you believe in
5 mistakes I see with account research:
No research step at all. Reps go straight from list to sequence. Research isn't optional, it's part of the process.
Only researching the contact. Most contacts aren't active online. Company data always is: news, hiring, funding, tech stack, leadership changes. Company first. People second.
No documented framework. 20 SDRs = 20 different methods. Nothing to coach, QA, or onboard against.
Doing it manually in 2026. AI pulls funding, leadership changes, hiring, and press in seconds. You're paying SDR salaries for work AI does in 1-2 min.
Running prompts in chat instead of building a workflow. One-off ChatGPT prompts don't scale. A workflow runs the same way every time, same output location, next rep inherits the system.
Just dropped my newsletter on the Account Research System using SPICED:
