Full SOP document

Dream 100 Account Research SOP

Convert broad account ideas into verified targets before outreach.

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Owner

Sales

Cadence

Weekly, before ABM touches are launched.

Trigger

A target is added to the Dream 100 list or selected for weekly outreach.

Output Count

3 operating outputs

Inputs

  • Company website
  • Public location data
  • Industry context
  • Likely buyer titles
  • Reason to contact

Procedure

  • Verify the company exists, operates in the relevant region and appears to have recurring workforce-training complexity.
  • Record the segment, region, likely buyer, operational trigger, budget band and ABM play.
  • Find only public company-level facts or publicly listed business contacts. Do not scrape private personal data.
  • Identify the reason the message is relevant: multi-site operations, field crews, seasonal hiring, shift work, documentation burden or new-hire velocity.
  • Mark any unverified assumptions clearly in the research note.
  • Move the account to outreach only after the reason to contact is concrete.

QA Gates

  • Account verified
  • Reason-to-contact written
  • No invented buyer names
  • Source note included

Metrics

  • Verified accounts per week
  • Touch-to-conversation rate
  • Bad-fit suppression rate

Failure Modes

  • Generic list building
  • No operational trigger
  • Unverified account data treated as fact

Outputs

  • Verified account row
  • ABM play selection
  • Research note