Building a Prospect Brief

Research is useless if it lives in your head. The prospect brief is a one-page document that structures everything you learned into a format you can reference in ten seconds during a call. It is the difference between "I think they mentioned something about scaling" and "Their Q3 earnings call specifically cited a 23% increase in customer acquisition cost."

PROSPECT BRIEF
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COMPANY CONTEXT
  Company: [Name]
  Industry: [Vertical] | Size: [Employees] | Revenue: [Est.]
  What they do (one sentence): ________________________________
  Recent moves (last 90 days): ________________________________

KEY STAKEHOLDERS
  Primary contact: [Name, title, time in role]
  Likely priorities: ________________________________________
  Economic buyer (if different): [Name, title]

IDENTIFIED PAINS (ranked by evidence strength)
  1. [Pain point] — Evidence: [source]
  2. [Pain point] — Evidence: [source]
  3. [Pain point] — Evidence: [source]

TRIGGER EVENT
  [What happened recently that makes this timely]

CONVERSATION HOOKS
  Opening line: "I noticed [specific observation]..."
  Bridge to value: "That tells me [hypothesis about their situation]..."
  Discovery question: "How is your team handling [pain-related topic]?"

AI can generate the first draft of this brief in seconds. Feed your research into Claude or your AI tool of choice and prompt: "Create a prospect brief using this template based on the following research." Then spend sixty seconds editing for accuracy and adding your own intuition. The AI provides the foundation. Your judgment provides the edge.