Sales AI Skill

Sales Intelligence

Provide actionable intelligence on accounts, contacts, competitors, and market trends. Use when researching accounts, discovering decision-makers, analyzing technographics, monitoring trigger events, conducting win/loss analysis, or tracking industry trends...

Sales Intelligence & Research

Provide reps with actionable intelligence on accounts, contacts, competitors, and market trends to accelerate selling.

Intelligence Workflow

Phase 1: Account Research Automation

  1. Trigger research workflow when new account enters pipeline:
   Research Sources:
   ├─ Company website (products, leadership, about)
   ├─ LinkedIn (employee count, growth trajectory, key hires)
   ├─ Financial databases (revenue, funding, profitability)
   ├─ News and press releases (last 90 days)
   ├─ Tech stack detection (BuiltWith, Datanyze)
   ├─ Job postings (expansion signals, skill needs)
   ├─ Social media presence and sentiment
   ├─ Customer reviews (G2, Capterra, Glassdoor)
   └─ SEC filings (public companies)
  1. AI generates account profile including:
  1. Auto-enrich CRM with research data; refresh on trigger events

Phase 2: Contact & Decision-Maker Discovery

  1. Given company name, discover stakeholders:
  1. Enrich contact records with:
  1. Prioritize by relevance to solution; suggest personalization angles

Phase 3: Technographic Intelligence

  1. Analyze prospect's tech stack:
  1. Generate insights:

Phase 4: Trigger Event Monitoring

  1. Monitor for trigger events:
   High-Value Triggers:
   ├─ Funding rounds (new budget available)
   ├─ Executive hires (fresh initiatives, new perspective)
   ├─ Product launches (need for support infrastructure)
   ├─ Geographic expansion (new market needs)
   ├─ M&A activity (integration, consolidation needs)
   ├─ Regulatory changes (compliance requirements)
   ├─ Earnings reports (budget signals)
   ├─ Job postings (growth, technology shifts)
   ├─ Patent filings (innovation investments)
   └─ Partnership announcements (ecosystem expansion)
  1. AI assesses relevance and alerts rep with:

Phase 5: Win/Loss Intelligence

  1. Post-deal analysis (won or lost):
  1. Trend analysis across deals:
  1. Feedback loops:

Phase 6: Industry & Market Trend Tracking

  1. Monitor industry-specific signals:
  1. Deliver to reps:

Templates & Frameworks

Account Profile Template

## Account Profile: [Company Name]

### Company Overview
- **Industry**: [Primary + secondary]
- **Size**: [Employee count, revenue, market cap if public]
- **Founded**: [Year] | **Headquarters**: [Location]
- **Business Model**: [B2B SaaS, marketplace, product, services]
- **Key Customers**: [Notable clients if B2B]

### Recent Developments (Last 90 Days)
- [Event 1] — [Date] — [Implication]
- [Event 2] — [Date] — [Implication]

### Technology Stack
- **CRM**: [Salesforce, HubSpot, other]
- **Marketing**: [Marketo, HubSpot, other]
- **Infrastructure**: [AWS, GCP, Azure, on-prem]
- **Current solution in our category**: [Competitor, none, unknown]

### Decision-Makers
| Name | Title | Department | LinkedIn | Contact |
|------|-------|-----------|----------|---------|
| Jane Smith | CTO | Engineering | [link] | jane@ |
| Mark Jones | VP Sales | Sales | [link] | mark@ |

### Likely Pain Points
1. [Pain point based on research]
2. [Pain point based on research]
3. [Pain point based on research]

### Strategic Initiatives
- [Initiative 1] — evidence from [source]
- [Initiative 2] — evidence from [source]

### Recommended Approach
- Lead with [value proposition]
- Reference [relevant case study]
- Engage [persona] as primary contact
- Potential champion: [name] based on [reason]

Trigger Event Outreach Template

## Trigger Event Email Template

Subject: Congrats on [event] — thought this might help

Hi [Name],

Congrats on [recent event: funding round, new hire, product launch, expansion]. 
That's exciting — [specific detail showing you did homework].

I noticed that companies going through [this type of event] often face [relevant challenge]. 
[Customer X] was in the same boat after their [similar event] and we helped them [outcome].

Would you be open to a quick 15-minute chat? I can share what's worked for others 
in your situation.

Best,
[Rep Name]

Win/Loss Survey Questions

## Win/Loss Analysis Survey

### For Won Deals
1. What was the primary reason you chose us?
2. Which features/capabilities were most important?
3. How did you evaluate alternatives?
4. What was your decision-making process?
5. On a scale of 1-10, how satisfied are you with the decision?
6. What could we have done better during the process?

### For Lost Deals
1. What was the primary reason for choosing not to proceed?
2. Did you select a competitor? If so, which one and why?
3. What capabilities were missing that you needed?
4. How did pricing factor into your decision?
5. What stage was the deal when you decided?
6. Is there anything we could have done differently?
7. Would you be open to revisiting in the future?

Integration Points

Data Enrichment Providers

Research & Intelligence

CRM Integration

Analytics & Reporting

Edge Cases

Private / Hard-to-Research Companies

International Accounts

Dynamic Research Refresh

Research Quality Assurance

Output Dashboards

Account Intelligence Dashboard

Research Effectiveness Metrics

Rep Intelligence Tools

Trigger Phrases