Sales research automation

Sales Research Automation

Poso builds workflows that turn scattered account, contact, and activity information into structured research briefs for B2B sales teams. Your team receives an agreed research template and a workflow that prepares useful context for delivery into your CRM or sales process.

Define the questions once. Build a repeatable way to prepare the context.

Discuss your research workflow See how the workflow works

Account & contact brief

Account context Company information relevant to the agreed questions
Contact context Role and relevant professional context
Existing activity Available relationship notes and CRM context
Sources & open questions References where available; gaps kept visible

Example structure only. Sections and coverage depend on the agreed scope.

When research becomes repetitive

The same questions should not require a fresh set of tabs every time.

Account preparation often follows a familiar pattern, but the information sits across websites, CRM records, contact sources, and activity notes. This service is relevant when the research process repeats but the output remains inconsistent.

Account preparation starts from scratch

Reps repeat the same lookups before prospecting, meetings, or account reviews.

Useful context is spread across sources

Company information, contact details, and previous activity sit in different places without a clear summary.

Research quality varies by person

Each rep decides what to look for and how to record it, making briefs difficult to compare or reuse.

The output never reaches the workflow

Research stays in browser tabs, private notes, or separate documents instead of reaching the place where sales prepares its next action.

Start with the questions

A useful brief starts with a clear research template.

The template defines what the team needs to know, which sources can support it, and where the answer will be used. The goal is a consistent structure for preparation, with room to show when information is missing or uncertain.

Account context

What does the company do, which characteristics matter to your sales process, and what relevant developments are supported by the available sources?

Contact context

What is known about the person’s role and responsibilities, and which details are relevant to the intended conversation?

Existing relationship context

What do the available CRM records, notes, or activity sources already tell the team about this account or contact?

These are starting points for the template, not a fixed promise of coverage. The questions and source set are agreed for the sales use case.

From sources to sales context

A repeatable path from research inputs to a usable brief.

The workflow takes an agreed account or contact input, gathers information from the selected sources, organizes it around the research questions, and prepares a structured output for the chosen destination.

Illustrative workflow — sources and delivery agreed per project

01 Define the input Account or contact identifiers and research questions
02 Gather context Information from the agreed, accessible sources
03 Organize findings Relevant account, contact, and activity context
04 Prepare the brief Structured summary, source references where available, and open questions
05 Deliver the output Agreed file, CRM-ready format, or connected workflow

Needs review Missing answers, conflicting sources, or unsupported statements

Optional: Connected delivery or repeat runs CRM connections, triggers, refreshes, and permissions scoped separately

This example explains the workflow structure. It does not represent a live system, client implementation, or guarantee of research coverage.

What goes in

Account or contact identifiers, agreed research questions, accessible sources, and any existing CRM or activity context included in scope.

What the workflow does

Collects the agreed inputs, organizes relevant information, and prepares a summary using the research template. Missing answers and uncertain information remain distinguishable from supported findings.

What comes out

A structured account or contact brief in an agreed format, ready for a CRM field, document, spreadsheet, or connected sales workflow.

A summary should help someone prepare, not create certainty the sources do not support. The project defines how source references, conflicting information, unanswered questions, and review requirements are handled.

What you receive

The research structure and the workflow behind it.

The core build is scoped around a defined sales use case, source set, research template, and output destination.

Core outputs

An agreed research template
The questions, sections, and output structure the team needs for the chosen sales activity.
A defined input and source scope
The account or contact inputs, available information sources, and boundaries of the research.
The research workflow and output
The agreed process for preparing structured summaries and delivering them in the selected format.
Documentation and handoff
An explanation of the template, source dependencies, output mapping, and handling of unanswered or uncertain information. Testing and handoff requirements are agreed within the scope.

Options to agree during discovery

Additional public or internal source connections.
Specific AI-assisted research or summarization methods.
Direct CRM connections, field updates, or workflow triggers.
Review and approval steps before distribution.
Scheduled research, refreshes, monitoring, or ongoing operation.

These options are not automatic inclusions. The implementation depends on source access, the required output, and the decisions the research is intended to support.

Systems & inputs

Use the sources your team can actually access.

Relevant inputs may include company websites, contact information, CRM records, and existing activity notes. The source set is agreed for the project; access to private systems, paid sources, or restricted information is not assumed.

Useful inputs for scoping

One sales activity the research needs to support.
Examples of the questions reps currently investigate.
A sample account or contact input.
The sources your team uses and can authorize.
An example of a useful research output, if available.
The destination where the team needs the brief.
A person who can confirm the template and review sample outputs.

Tools follow the workflow

Clay, n8n, APIs, webhooks, and spreadsheets may be relevant to the implementation. Selected workflows may also use Minko.ai as an enrichment and context layer for existing people and company records. The project does not require every tool.

Connections and permissions

Exact permissions depend on the agreed sources and destination. Reading selected CRM fields, accessing internal notes, and writing a completed brief into a CRM are different requirements. We agree the connections, authorized data, and change permissions before implementation.

Source availability, subscription terms, and technical access can limit what the workflow can retrieve or deliver. A tool appearing in your stack does not establish compatibility with every configuration.

Boundaries

Structured research still depends on the information available.

Dependencies and limits

Sources may be incomplete, outdated, inaccessible, or contradictory.
Some research questions may remain unanswered.
A structured summary is not independent verification of every underlying claim.
AI-assisted methods, where used, need an agreed approach to unsupported statements and review.
Research does not establish purchase intent, budget, or decision authority unless the available evidence supports it.
Continuing freshness requires an agreed refresh process and operating owner.

Poor-fit projects

A net-new contact list when the main need is prospect sourcing.
A database cleanup when the main need is CRM freshness or enrichment.
A request to invent buying signals, internal priorities, or personal details.
A workflow expected to make sales decisions or send outreach without agreed controls.
A research project with no defined questions or intended sales use.

Need a different part of the sales workflow addressed?

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How we start

Start with one research task your team repeats.

Bring an example account or contact, the questions a rep needs answered, and the place the research should appear. We use that example to define a focused build.

Define the brief

Agree the sales use case, research questions, source boundaries, and output template.

Build and test the workflow

Confirm the implementation, access, and delivery format. Review representative outputs against the agreed questions, available evidence, and handling of missing or conflicting information.

Document and hand over

Agree the documentation, operating owner, and handoff requirements. Any continuing research runs, refreshes, monitoring, or maintenance are scoped explicitly.

Buyer questions

Questions about sales research automation.

What kinds of research can the workflow prepare?

The service focuses on account, contact, and activity context for a defined B2B sales use case. We agree the questions and template first, then assess which answers the available sources can support.

Which sources can it use?

The source set depends on the project and authorized access. It may include company websites, contact information, CRM fields, and activity notes. Paid sources, private systems, and specific connectors are assessed separately rather than assumed.

Will every account receive a complete brief?

No. Source coverage and available identifiers vary. The workflow needs an agreed way to show unanswered questions, unavailable information, and conflicting findings instead of filling gaps with unsupported statements.

Does this require AI?

Not every part of the workflow needs AI. If AI-assisted research or summarization is appropriate, the method and review requirements are agreed as part of the implementation. The output still needs to distinguish supported information from uncertainty.

Can the brief appear in our CRM?

CRM-ready delivery is part of the service’s broad capability. The exact format, fields, connection method, and permissions depend on your setup. A direct CRM integration or automatic writeback is included only where agreed.

Will this generate personalized emails or contact prospects?

Not by default. This service prepares research context. Message generation, sequence enrollment, and outbound execution are separate workflow decisions with their own scope and controls.

Can research run automatically or stay refreshed?

Triggers, scheduled runs, refresh frequency, and ongoing operation are scope options. The engagement defines when the workflow runs, who owns it, and whether continuing work is included.

Start with one repeated task

Which research questions does your team keep answering by hand?

Bring an example account or contact, the sources your team uses, and the output a rep needs. We’ll use the conversation to understand the task and define a practical scope.

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