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This week I wanted to provide you all with a quick & easy tip that you can start implementing into your workflows tomorrow.
Nowadays, there are many fancy prospecting & account research tools.
However, one of the easiest & most effective account research tips to gather intel on your accounts / prospects is to check the companies open job postings.
The job description literally tells you what initiatives they're investing in, what tools they might currently have in place, and the responsibilities of each role.
You can use this to highly tailor & structure your outbound messaging to your ICP.
Let’s look at an example:
Say you work for GCP and one of your accounts you are trying to break into is Polymarket.
Of course the first two places I would recommend to check are your CRM for prior conversations & any internal intent signals that you may have.
Then I always head to the ‘Careers’ page to check to see if they are hiring any roles in my ICP.
For this example, I pulled an open JD for an Infra Engineer. This screenshot is just a small snippet… but look how much intel I can gather about the account.
They are openly telling you what matters to them, the role of the job, and arguably the most important piece: their current tech stack.
It took me a total of 20 seconds to pull all of this information.
From a GCP rep’s lens, one thing that would stand out to you is how the job description references AWS over and over again.
AWS
Lambda
S3
AWS Networking
This tells you that AWS is a critical part of their infrastructure & that the engineering team is actively investing in it.
Now I can start building a real hypothesis around the account.
That immediately gives me a direction for my outreach instead of sending a generic messaging that won’t likely land.
The name of the game as you start working bigger accounts / bigger deals is all about intel gathering.
The more intel you have, the tighter hypothesis you can make, the more likely your messaging is to land.
This is a quick & easy tip that I use for every single account that I PG into.
Until next week.
– Rook ♜
ps… need help with account research / outbound? I can help you here