Research an account before you reach out
AI account research is an Agent Skill: a written method your AI applies on demand, in Zealos or in any client that reads SKILL.md.
AI account research is an Agent Skill: a written method your AI applies on demand, in Zealos or in any client that reads SKILL.md.
Account research earns its time only when it changes the first sentence you write, which means looking for what recently changed rather than assembling a profile anyone could have found.
| name | our-icp |
|---|---|
| description | Who we sell to, the signals that indicate fit, and the disqualifiers. Use when scoring a lead, deciding whether to pursue an account, building a prospect list, or writing targeting copy. |
| allowed-tools | get_icp_context score_lead_against_icp research_account search_companies |
| compatibility | Zealos, Claude Code, Cursor, Codex and any client that reads SKILL.md |
| license | Free to use and edit |
--- name: our-icp description: Who we sell to, the signals that indicate fit, and the disqualifiers. Use when scoring a lead, deciding whether to pursue an account, building a prospect list, or writing targeting copy. --- # Our ICP Start by calling `get_icp_context` — the workspace's configured profile is the source of truth, and this skill is how to *reason* about it, not a copy of it. ## How to score Weight in this order. Later signals cannot rescue a failure on an earlier one. 1. **Pain we actually solve.** Do they have the problem, today, at a size that hurts? Not "could benefit from". 2. **Trigger.** Something changed recently: new leader in the function, funding, a public commitment, a competitor switch, a hiring spike in the team we serve. Without a trigger, a good-fit account is still a cold one. 3. **Reachability.** Can we get to the person who feels the pain, not just to someone adjacent? 4. **Firmographics.** Size, industry, geography, stack. Last, not first — firmographics are a filter, not a reason. ## Disqualifiers These end the evaluation regardless of anything else: - No budget owner in the function we serve. - Bought a direct competitor in the last 6 months. - The pain is real but owned by a team we cannot reach. - Requires a feature we do not have and are not building. ## Output A score, the two strongest signals with evidence, the strongest counter-signal, and the recommended next action. If the counter-signal is a disqualifier, say "disqualified" plainly — do not average it away against strong firmographics.
Fifteen minutes of manual tab-opening per account becomes a paragraph you can actually use, which is the difference between personalisation and a merge field.
You walk into a first call already knowing the reorg that created the budget, rather than discovering it at minute twelve.
Research stops being the thing that makes outbound feel unaffordable when you are the one doing it between customer calls.
Whatever the agent has: web search, SEC filings, LinkedIn context, your own CRM history and past conversations. The skill decides which signals count.
Enrichment fills fields. Research finds the reason to reach out now, which is almost never a field.
It should not, and the skill says so explicitly — every claim carries its source, and an unverifiable observation is dropped rather than softened.
A pre-call brief is worth writing only if it changes what you ask: who is in the room, what they are measured on, what happened last time, and the one question you cannot afford to leave without answering.
/discovery-questionsAn AI SDR agent is only as good as the definition of a good customer it is working from, which is why the fit criteria belong in a written skill rather than buried in a prompt nobody can find.
/our-icpQualification is a claim about evidence, not a score: a deal is qualified when every criterion has a source you can quote, and unevidenced criteria are named rather than filled in optimistically.
/meddiccA follow-up gets a reply when it opens with the specific commitment made on the call, stays under 120 words, and asks for exactly one thing the recipient can answer in a sentence.
/email-rulesCompetitive positioning works when you concede what is true first: naming what a competitor does well buys credibility for everything after it, and the buyer already knows anyway.
/competitor-positioningAn account plan is worth the hour only if it names the one unknown that would most change your approach — everything else in a plan template is decoration you will never re-read.
/our-icp