How to research any account before a sales call

Key Takeaways

Good call prep comes from combining external context with internal history. Lando helps you do both in one place.

Instead of digging through tabs and activity logs, you can quickly surface what the company does, what changed recently, and what your team last discussed.

The best opening question usually comes from the combination of website context and CRM history, not either one alone.

Table of Contents

This is also a heading
This is a heading

Ready to create more pipeline?

Get a demo and discover why thousands of SDR and Sales teams trust LeadIQ to help them build pipeline confidently.

Book a demo

Strong discovery calls start with context. You want to know what the company does, what may matter to them, and what your team has already discussed. The problem is that this information usually lives in different places: the company website, LinkedIn, recent news, and Salesforce. Pulling it together manually takes time, and most reps end up doing a rushed version of the work right before the call.

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.