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npx skills add guia-matthieu/clawfu-skills --skill prospecting-research
Conduct deep account and contact research to personalize outreach and identify compelling angles for engagement
npx skills add guia-matthieu/clawfu-skills --skill prospecting-research
Systematically research target accounts and contacts to craft personalized, relevant outreach that cuts through the noise.
Based on Jeb Blount's Fanatical Prospecting and TOPO Account-Based Research, combining:
| Claude Does | You Decide |
|---|---|
| Structures research framework | Time per account |
| Identifies key data points | Outreach approach |
| Suggests personalization angles | Which angle to use |
| Creates research templates | Tool selection |
| Synthesizes findings | Message crafting |
Firmographic Data:
| Data Point | Source | Why It Matters |
|---|---|---|
| Company size | LinkedIn, website | ICP fit |
| Revenue | ZoomInfo, news | Budget potential |
| Industry | Relevance | |
| Locations | Website | Territory |
| Tech stack | BuiltWith, job posts | Integration fit |
Business Context:
| Data Point | Source | Why It Matters |
|---|---|---|
| Recent funding | Crunchbase, news | Budget, growth mode |
| Executive changes | LinkedIn, news | New priorities |
| Product launches | Press releases | Initiatives |
| Earnings/reports | SEC, investor calls | Priorities, challenges |
| Partnerships | News | Ecosystem |
Professional Profile:
| Data Point | Source | Why It Matters |
|---|---|---|
| Current role | Relevance | |
| Tenure | Influence level | |
| Career path | Context | |
| Content shared | LinkedIn, Twitter | Interests |
| Mutual connections | Warm intro |
Personal Connection Points:
Timing Triggers:
| Trigger | Implication |
|---|---|
| New in role | Building stack, making changes |
| New company | Bringing solutions from previous |
| Funding | Budget available |
| Hiring | Scaling, needs support |
| Bad earnings | Cost cutting or growth push |
Personalization Hierarchy:
Output:
Output:
Hi Sarah,
Congrats on the VP role at DataFlow—and jumping into a Series B scaling mode!
I noticed you shared that article on scaling SDR teams. The quote "making every rep sell like your best rep" really resonated.
That's exactly what [Similar Customer] focused on when they went from 5 to 50 reps.
Curious: what's your #1 challenge as you build out the team?
Hi Sarah,
Loved your take on the hardest part of scaling: "making every rep sell like your best rep."
I work with a lot of VP Sales going through exactly that transition. The common thread? [Insight from our customers].
Worth comparing notes?
Hi Sarah,
John Smith mentioned you just took over sales at DataFlow—congrats!
He thought we should connect given your focus on [area].
Would love to hear what's top of mind as you build out the team.
icp-matching - Qualify before researchsignal-monitoring - Trigger identificationoutbound-sequencer - Use research in sequences## Account Research: DataFlow Systems
### Company Snapshot
| Attribute | Value | Source |
|-----------|-------|--------|
| Company | DataFlow Systems | |
| Industry | B2B SaaS (Analytics) | LinkedIn |
| Size | 340 employees | LinkedIn |
| Revenue | ~$50M ARR (est.) | ZoomInfo |
| Founded | 2018 | Crunchbase |
| HQ | Austin, TX | Website |
| Funding | $45M Series B (Oct 2024) | Crunchbase |
---
### Technology Stack
| Category | Tool | Source |
|----------|------|--------|
| CRM | Salesforce | BuiltWith, Jobs |
| Marketing | HubSpot | BuiltWith |
| Analytics | Mixpanel | Careers page |
| Data | Snowflake | Job posting |
| [Your Category] | None detected | Research |
**Implication:** Salesforce user = good fit for integration. No tool in our category = greenfield opportunity.
---
### Recent Triggers
| Date | Trigger | Relevance |
|------|---------|-----------|
| Oct 2024 | Series B ($45M) | Budget for tools |
| Nov 2024 | VP Sales hired | New leader = new tools |
| Dec 2024 | 12 SDR positions posted | Scaling outbound |
| Jan 2025 | G2 reviews mention "[pain]" | Known problem |
---
### Business Context
**From LinkedIn:**
- Growing 60% YoY (CEO post)
- Expanding to enterprise segment (VP Sales announcement)
- Recent product launch: AI analytics features
**From News:**
- Named to "Top 50 Startups" list
- Partnership with [Complementary Company]
- CEO spoke at [Industry Conference]
**From Job Posts:**
- Hiring: SDRs (12), AEs (5), RevOps (1)
- Reveals: Scaling sales org significantly
- Tech stack mentioned: Salesforce, Gong, Outreach (competitor!)
---
### Challenges (Inferred)
Based on triggers and context:
1. **Scaling sales team** - Need tools to support
2. **Moving upmarket** - Enterprise processes needed
3. **Rev Ops hire** - Building infrastructure
4. **Competitor in stack** - May be open to alternatives
---
### Target Contacts
| Name | Title | Priority | Angle |
|------|-------|----------|-------|
| Sarah Kim | VP Sales | Primary | New to role (90 days) |
| Mike Chen | RevOps Manager | Secondary | Posted RevOps opening |
| David Park | CEO | Executive | Series B scaling |
---
### Recommended Approach
**Primary Target: Sarah Kim, VP Sales**
- New to role = making changes
- Scaling team = needs tools
- Moving upmarket = needs process
**Angle:** "Congrats on the VP role and Series B! I noticed you're hiring 12 SDRs. Most VP Sales at your stage tell me [challenge] is their biggest issue. Curious if that's true for you?"
**Secondary Path:**
- RevOps Manager Mike Chen (operational angle)
- Mutual connection: [Name] (former colleague)## Contact Research: Sarah Kim, VP Sales
### Profile Summary
| Attribute | Value |
|-----------|-------|
| Name | Sarah Kim |
| Title | VP of Sales |
| Company | DataFlow Systems |
| Location | Austin, TX |
| Tenure | 3 months (started Oct 2024) |
| LinkedIn | linkedin.com/in/sarahkim |
---
### Career Path
| Period | Company | Role | Relevance |
|--------|---------|------|-----------|
| 2024-Present | DataFlow | VP Sales | Target |
| 2021-2024 | ScaleUp Inc | Director Sales | Previous tools? |
| 2018-2021 | BigCorp | Sales Manager | Enterprise exp |
| 2015-2018 | StartupXYZ | AE | SMB background |
**Insight:** Rose through ranks. Enterprise + SMB experience. First VP role = motivated to succeed.
---
### Content Activity
**LinkedIn Posts (Last 90 days):**
- "Excited to join DataFlow!" (Oct)
- Shared article on "Scaling SDR teams"
- Commented on post about sales forecasting
- Posted about team offsite (Dec)
**Themes:** Sales leadership, team building, scaling
**Quote-worthy:** "The hardest part of scaling isn't hiring—it's making sure every rep can sell like your best rep."
---
### Connection Points
| Type | Detail | Approach |
|------|--------|----------|
| Mutual Connection | John Smith (2nd degree) | Ask for intro |
| Content | Scaling article | Reference in outreach |
| Alma Mater | Stanford MBA | Mention if relevant |
| Previous Company | ScaleUp used our competitor | Migration angle |
---
### Professional Interests
Based on activity:
- Sales enablement
- Team scaling
- Forecasting accuracy
- Rep productivity
---
### Personalization Angles
**Angle 1: New VP + Scaling** (Strongest)
**Angle 2: Content-Based**
**Angle 3: Mutual Connection**
---
### Red Flags / Cautions
- Just started (Oct) - may not have full authority yet
- Previous company used competitor - could be loyal
- No public content about specific pain points
---
### Recommended Sequence
**Day 1:** Email (Angle 1 - New VP + Scaling)
**Day 1:** LinkedIn connection (mention scaling article)
**Day 3:** Follow-up email with customer story
**Day 5:** LinkedIn voice note
**Day 7:** Final email with value offer
**Expectation:** 20-30% response rate with this level of personalization