01. Real fit
Does it meet the criteria you cannot negotiate in your market?
Company research
Understand a company without rebuilding it across ten open tabs.
You prepare the account and every piece of available information stays in one profile: fit, priority, who decides and where to come in.
You research to make a decision, not to fill in fields.
More data is not better research.
All commercial research answers a single question: does this company deserve a next action? A profile full of fields that never touch your offer adds work and removes clarity.
What to look at, and in what order?
- Whether it fits what you sell
- How active it is and where it shows up
- Which signals give you a reason
- Which people and areas are involved
- Which channel actually reaches them
- What was done before and what comes next
Keep what you saw apart from what you assume
Every account should separate source, fact and interpretation. “They are running ads” is a fact. “They need another agency” is your assumption, and it still has to be discussed. Everything you research stays saved in the prospecting CRM, so nobody on the team does it twice.
Research by priority, not by list order
Exploring narrows the universe. Preparation goes deep on what is left. That order stops you from spending the same time on the account that buys and on the one that does not even fit.
Try it with your own market
Write who you are looking for and see the first search with its contact channels and signals.
Try LeadCanvasExplore the workflow with your own market.
How do you know you are done researching?
- I know why it really fits
- I know which data point is missing
- I know which area to write to
- I have a verifiable reason to write
- I have the next action with a date
The full framework to research an account.
02. What it does
What is its business, where does it operate and what size shows from the outside?
03. Dated evidence
Which public signal relates to what you sell? From which date and which source?
04. Who decides
Which area suffers the problem and which one approves?
05. What is missing
Which information does not show up? What are you assuming without checking?
06. Next action
Do you write, look for another person, wait, discard or keep researching?
Quick research or deep research? It depends on what is at stake.
Not every account deserves the same effort. A quick review confirms industry, location and channel. The deep one is justified when the deal is bigger, the purchase is complex or the message needs its own angle.
LeadCanvas works both levels, so you do not pay full preparation for every record you found.
A real account, from result to decision
A logistics company shows up in the search. The initial result confirms location and service. Preparation reveals several sites, a website, activity and operations leads. If you sell planning software, the opportunity is not “they need software”: it is asking how they coordinate routes between sites.
What research that did not help looks like
- It collects data that changes no decision
- It copies the website description without really reading it
- It uses old, undated information
- It infers a problem from a review
- It picks a person without checking the current role
- It ends without deciding the next step
“LeadCanvas gives a sales team the context to start with a useful conversation.”LeadCanvas customer · Trustpilot
“The workflow is clear, fast and easy to use when you are building a list from scratch.”LeadCanvas customer · Trustpilot
Frequently asked questions
Which sources does the data come from?
It depends on the company and on the search. It can include the Google Business Profile, LinkedIn, the website, reviews, active ads and other public sources.
Is the data updated?
LeadCanvas shows the lookup date when the source allows it. Reviews and ads change faster than the business profile.
Can I leave notes on the lead?
Yes, on the lead itself, next to the status and the next action.
Research ends when you know who you are writing to and why.
Prepare an account and turn scattered information into a decision.