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Pre-call account research is one of those tasks every rep knows matters and almost nobody does well. The goal is to walk into a discovery call with enough account intelligence to ask a relevant first question and reference something specific about the company. In practice, most reps spend 15 to 20 minutes bouncing between the company's website, LinkedIn, a news search, and Salesforce, and still feel underprepared when the call starts.
The problem
The information exists. It's just spread across too many places. By the time you've pulled together the company's business model, your team's last interaction, and a sense of what's changed recently, you've spent more time on prep than the call itself. And the Salesforce piece is always the most painful: navigating to the account, scrolling through activity logs, trying to remember what was discussed last time.
The play
Navigate to the account's website with the LeadIQ extension opened. Start with a broad context question:
"What does this company do and what's the most relevant angle for a LeadIQ pitch?"
Lando reads the page and surfaces the account intelligence you need. Then pull the CRM history:
"Pull up the Salesforce notes for this account. When was the last touch and what was discussed?"
Once you have both pieces, sharpen your opening:
"What's a sharp first question for a discovery call given what you know about them?"
The result
You get complete sales call preparation in under three minutes: company context, CRM history, and a starting question that shows you've done your homework. The research that used to take 20 minutes of tab-switching collapses into a single conversation.
When to run this play
- Ten minutes before any cold discovery call when you haven't worked this account before
- Before a revival call on a deal that went cold more than 60 days ago
- When an account gets reassigned to you and you need to get up to speed fast
Lando is built into the LeadIQ browser extension. To see more plays like this one, check out the full list of Lando use cases. Or if you'd rather see it live with your own accounts and CRM, book a demo and we'll walk through it together.