Specialist sales development role

Prospect research

Prepare account and contact context from approved sources before sellers engage.

Audience and problem

Where this role creates useful capacity.

Built for: Teams whose sellers lose conversation time gathering basic account, role, event, and source context.

Research becomes unreliable when every seller uses a different source set, copies unsupported assumptions, or cannot distinguish verified facts from unknowns.

Inputs required

Approved account and contact criteria
Permitted public and licensed sources
Required CRM fields and source-note format
Exclusion, suppression, and escalation rules

Scope of work

Research authorized account and contact fields
Record source links and observation dates
Prepare concise account briefs for seller review
Flag uncertainty, conflicts, and missing evidence

Working sequence

A workflow the owner can inspect.

Receive a bounded queue and current targeting rules.
Check each required field against approved sources.
Separate observed facts from interpretations and unknowns.
Return a review-ready brief with sources and exceptions.

Deliverables

Source-linked prospect records
Account and contact context briefs
Missing-data and conflict queue
Research completion summary

Owner decision boundaries

Target selection and qualification decisions remain with revenue leadership.
No invented details, identity misrepresentation, or unapproved data sourcing.
Consent, lawful basis, privacy, and suppression policy remain organizational responsibilities.

Quality controls

Required-field completeness sample
Source recency and provenance check
Unknown-state preservation
Manager review of high-risk exceptions

Operating examples

How the boundary works in practice.

New-market preparation

A manager defines industries, roles, exclusions, and required evidence. The assistant prepares a small sourced list for review before volume expands.

Account brief refresh

The assistant rechecks dated facts before an important conversation and leaves uncertain findings explicitly unresolved.

Role questions

Frequently asked questions

Can the researcher decide whether an account is qualified?

The assistant can apply documented criteria and flag evidence. The accountable sales owner makes the final qualification decision.

What should every record preserve?

Preserve the source, observation date, required fields, unresolved questions, and the next review owner.

Related services

Connect the adjacent handoffs.

Create a controlled first workflow

Turn this scope into a role brief.

Bring the queue, systems, current owner, and known exceptions.

Plan a consultation