The best sales calls start with the seller knowing more about the prospect than the prospect knew was possible. The worst start with "so, tell me about your business." The difference between the two is 30-60 minutes of research per call - which most sellers don't have time for. An automated research pack closes that gap.
Why this is the highest-leverage automation in sales
A seller walking into a call with: the prospect's recent LinkedIn activity, their company's news, their team's hiring patterns, their tech stack, the original outreach sequence they replied to, and the 3 most likely objections - sells far more than one walking in cold.
Multiply that across every call your team takes per week and the compound advantage is enormous. AI does in 30 seconds what used to take an hour.
What goes in the pack
1. The prospect
- Role, seniority, tenure, prior companies
- LinkedIn activity in the last 30 days (posts, comments, engagement)
- Notable career moves, public statements, podcast appearances
2. The company
- Recent funding, revenue indicators, employee growth
- Tech stack and known tools (from TheirStack / Sumble)
- Recent product launches, leadership changes, news
- Active hiring (especially in roles relevant to your offer)
3. The relationship
- Original outreach signal (what triggered the campaign)
- Full message history (what they received, what they replied to)
- Any prior CRM history (past calls, churned trial, lost deal)
- Other contacts at the same account in your pipeline
4. The strategy
- Top 3 likely objections based on persona + recent context
- 2-3 relevant case studies or proof points to cite
- Recommended call goal and next-step suggestions
How we deliver it
The research pack lands in the seller's calendar invite as a single Notion page or PDF, automatically generated 1 hour before the call. They open the pack on their commute, scan in 60 seconds, and walk in fully briefed.
Tools we use
Claude (via API or Cowork) as the orchestration layer. Perplexity / Gemini for real-time research. LinkedIn data via Sales Navigator and Findymail. CRM integrations (Close, HubSpot, Attio) for relationship history. Notion for delivery. n8n for the workflow.
What to watch for
- Pack length matters - 1 page max. Sellers won't read 5.
- Cite sources where possible so sellers can verify on the call.
- Refresh the pack 1 hour before, not 24 hours - signals get stale fast.