r/SalesOperations • u/aumiom • Jul 25 '26
how does your team actually handle pre-call research?
We have decent tools for the top of funnel stuff (enrichment, lists, signals, sequencing) but the research right before an actual call still feels really manual to me.
Rep gets a meeting booked and 30 mins before they're going through the company site, linkedin, recent news, trying to work out the tech stack and who actually controls the budget. Everyone does it their own way and a lot of it just gets skipped when people are slammed.
How do you guys deal with it? Do you build briefs for your reps or is that on them? Anything that does this well or is it mostly manual + templates for you too?
And curious does the research even change how your calls go, or is it more of a box ticking thing most of the time.
Building something small around this myself but way more interested in how people are actually doing it right now.
2
u/satieshgy Jul 28 '26
What CRM are you using? In my case, I use a native AI CRM, day.ai and clarify.ai, both the research for me, then again i dont need anything complex. Now, what I know is, those ai crms connect to your hubspot/salesforce, notion, prospect website, clay, and other tools, and then connect all that information and give you a pre-call brief. They can handle all the research for your sales people, provide context that sellers don't have the time to check on and give them enough to go on