Case study
Building a Structured Lead Research Workflow
A lead research system built to organize target accounts, decision-makers, qualification fields, and outreach readiness before any messages were sent.
Lead Research · B2B services team · Research system
Operational spreadsheet views
Building a Structured Lead Research Workflow
Client context
A B2B services team needed a repeatable way to research accounts without losing context between spreadsheets, notes, and outreach lists.
Challenge
Research lived in scattered notes, duplicate tabs, and inconsistent qualification before outreach.
Approach
- Mapped target account and contact fields
- Standardized qualification and enrichment columns
- Added outreach readiness status for review
Tools / platforms used
- Google Sheets
- ICP mapping
Outcome summary
The team could review, update, and qualify leads in one structure with less manual coordination before outreach.
Improved lead research organization and clearer handoff into outreach preparation.
Proof available
- Operational spreadsheet views
Next steps
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