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prospect-research

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Prospect Research

潜在客户研究

This skill creates comprehensive prospect profiles ("knowledge capsules") that give you everything you need to have relevant, personalized sales conversations.
此技能可创建全面的潜在客户档案（即“知识胶囊”），为你提供开展相关且个性化销售对话所需的全部信息。

Objective

目标

Build deep understanding of individual prospects-their background, role, priorities, and connection points-to enable personalized outreach and meaningful conversations.
深入了解单个潜在客户的背景、职位、工作重点和关联点，从而实现个性化触达和有意义的对话。

Research Dimensions

研究维度

1. Professional Profile

1. 职业档案

Basic Information:
  • Full name and preferred name
  • Current title and company
  • Location and time zone
  • LinkedIn profile URL
  • Email address (if available)
Career Context:
  • How long in current role
  • Previous roles and companies
  • Career trajectory and progression
  • Industry experience depth
基础信息：
  • 全名及常用名
  • 当前职位与公司
  • 所在地及时区
  • LinkedIn 个人主页链接
  • 电子邮箱（若可获取）
职业背景：
  • 当前职位任职时长
  • 过往职位与就职公司
  • 职业发展轨迹
  • 行业经验深度

2. Role & Responsibilities

2. 职位与职责

What They Own:
  • Department or function they lead
  • Team size and structure
  • Key metrics they're measured on
  • Budget authority and scope
Daily Reality:
  • What does their typical day look like?
  • What tools and systems do they use?
  • Who do they report to?
  • Who reports to them?
负责范围：
  • 分管的部门或职能
  • 团队规模与架构
  • 核心考核指标
  • 预算权限与范围
日常工作：
  • 典型的一天工作内容
  • 使用的工具与系统
  • 汇报对象
  • 下属人员

3. Professional Interests

3. 职业兴趣

LinkedIn Activity:
  • Topics they post about
  • Content they engage with
  • Groups they belong to
  • Thought leadership themes
Public Content:
  • Articles or blogs they've written
  • Podcasts or webinars they've appeared on
  • Conference presentations
  • Published perspectives or opinions
LinkedIn 动态：
  • 发布的主题内容
  • 互动的内容类型
  • 加入的群组
  • 思想领导力主题
公开内容：
  • 撰写的文章或博客
  • 参与的播客或网络研讨会
  • 会议演讲内容
  • 发表的观点或看法

4. Connection Points

4. 关联点

Mutual Connections:
  • Shared contacts on LinkedIn
  • Common former employers
  • Industry associations
  • Alumni networks
Shared Context:
  • Similar career paths
  • Common interests or hobbies
  • Geographic connections
  • Industry events attended
共同联系人：
  • LinkedIn 上的共同联系人
  • 曾就职的共同公司
  • 行业协会
  • 校友网络
共同背景：
  • 相似的职业路径
  • 共同兴趣或爱好
  • 地域关联
  • 参与过的行业活动

5. Recent News & Activity

5. 近期动态与新闻

Personal News:
  • Job changes or promotions
  • Awards or recognition
  • Public statements or interviews
  • Social media activity
Company Context:
  • Recent company announcements
  • Industry trends affecting their role
  • Competitive pressures
  • Growth or challenges
个人动态：
  • 职位变动或晋升
  • 获得的奖项或认可
  • 公开声明或采访
  • 社交媒体动态
公司背景：
  • 公司近期公告
  • 影响其职位的行业趋势
  • 竞争压力
  • 发展机遇或挑战

Knowledge Capsule Format

知识胶囊格式

Create a condensed, actionable profile:
undefined
创建简洁、可落地的档案：
undefined

[Name] - [Title] at [Company]

[姓名] - [公司][职位]

Quick Facts

快速概况

  • Location: [City, Time Zone]
  • Tenure: [X years at company, Y months in role]
  • Background: [1-2 sentence career summary]
  • 所在地：[城市，时区]
  • 任职时长：[公司任职X年，当前职位Y个月]
  • 背景：[1-2句职业经历总结]

Role Focus

职位重点

[2-3 sentences on what they're responsible for and measured on]
[2-3句话说明其职责与考核指标]

Recent Activity

近期动态

  • [Relevant recent event or news item]
  • [Another relevant item]
  • [相关的近期事件或新闻]
  • [另一项相关内容]

Connection Points

关联点

  • [Mutual connection or shared context]
  • [Common interest or background]
  • [共同联系人或共同背景]
  • [共同兴趣或经历]

Conversation Starters

对话切入点

  1. [Specific talking point based on their interests]
  2. [Reference to recent news or activity]
  3. [Question about their priorities]
  1. [基于其兴趣的具体话题]
  2. [提及近期动态或新闻]
  3. [关于其工作重点的问题]

Potential Pain Points

潜在痛点

Based on role and industry:
  • [Likely challenge #1]
  • [Likely challenge #2]
  • [Likely challenge #3]
undefined
基于职位与行业推测：
  • [可能的挑战1]
  • [可能的挑战2]
  • [可能的挑战3]
undefined

Research Sources

研究来源

Primary Sources

主要来源

  • LinkedIn profile and activity
  • Company website (about page, team page)
  • Professional bio from conferences or publications
  • Personal website or blog
  • LinkedIn 个人主页与动态
  • 公司官网（关于我们、团队页面）
  • 会议或出版物中的职业简介
  • 个人网站或博客

Secondary Sources

次要来源

  • News articles mentioning the prospect
  • Company press releases
  • Industry publications
  • Podcast appearances or interviews
  • 提及该潜在客户的新闻文章
  • 公司新闻稿
  • 行业出版物
  • 播客参与或采访内容

Social Intelligence

社交情报

  • Twitter/X presence
  • LinkedIn posts and comments
  • Published articles or thought leadership
  • Conference presentations (SlideShare, YouTube)
  • Twitter/X 动态
  • LinkedIn 帖子与评论
  • 发表的文章或思想领导力内容
  • 会议演讲（SlideShare、YouTube）

Research Process

研究流程

Step 1: Basic Profile (5 minutes)

步骤1：基础档案（5分钟）

  1. Find LinkedIn profile
  2. Capture basic info (title, company, location)
  3. Note tenure and career history
  4. Identify reporting structure
  1. 找到 LinkedIn 个人主页
  2. 记录基础信息（职位、公司、所在地）
  3. 标注任职时长与职业经历
  4. 明确汇报架构

Step 2: Deep Dive (10 minutes)

步骤2：深度挖掘（10分钟）

  1. Review LinkedIn activity (posts, comments, shares)
  2. Search for news mentions
  3. Find any published content
  4. Check for mutual connections
  1. 查看 LinkedIn 动态（帖子、评论、分享）
  2. 搜索相关新闻提及
  3. 查找已发布内容
  4. 检查共同联系人

Step 3: Synthesis (5 minutes)

步骤3：整合提炼（5分钟）

  1. Identify 2-3 key connection points
  2. Draft conversation starters
  3. Hypothesize likely pain points
  4. Create knowledge capsule
  1. 确定2-3个核心关联点
  2. 草拟对话切入点
  3. 推测潜在痛点
  4. 创建知识胶囊

Personalization Guidelines

个性化指南

What Makes Research Actionable

让研究具备落地性的要点

Specific over generic:
  • Not: "They're a VP of Sales"
  • But: "They've grown the sales team from 5 to 25 in 18 months"
Recent over historical:
  • Not: "They worked at Salesforce"
  • But: "They just posted about hitting 150% of quota last quarter"
Relevant over interesting:
  • Not: "They went to Stanford"
  • But: "They mentioned struggling with rep onboarding in a recent post"
具体而非泛泛：
  • 错误示例：“他们是销售副总裁”
  • 正确示例：“他们在18个月内将销售团队从5人扩展到25人”
近期而非历史：
  • 错误示例：“他们曾在Salesforce工作”
  • 正确示例：“他们刚刚发布了上季度完成150%配额的动态”
相关而非有趣：
  • 错误示例：“他们毕业于斯坦福大学”
  • 正确示例：“他们在近期帖子中提到了销售代表入职培训的难题”

Red Flags to Note

需要注意的警示信号

  • Very limited online presence (harder to personalize)
  • Recent job change (may not be decision-maker yet)
  • Negative company news (tread carefully)
  • Previous bad experience with similar vendors
  • 线上存在感极低（难以个性化触达）
  • 近期职位变动（可能尚未成为决策者）
  • 公司负面新闻（需谨慎沟通）
  • 曾与同类供应商有过不愉快经历

Output Format

输出格式

When researching a prospect, produce:
  1. Knowledge Capsule: Condensed profile in standard format
  2. Research Confidence: How complete is the picture (High/Medium/Low)
  3. Best Approach: Recommended outreach strategy based on research
  4. Conversation Hooks: 3-5 specific talking points
  5. Questions to Answer: What we still need to learn
研究潜在客户时，需产出：
  1. 知识胶囊：标准格式的精简档案
  2. 研究完整度：信息完整度评估（高/中/低）
  3. 最佳触达策略：基于研究结果推荐的触达方案
  4. 对话钩子：3-5个具体话题切入点
  5. 待解答问题：仍需了解的信息

Available Tools

可用工具

When enabled, these MCP tools enhance research capabilities:
ToolWhat It DoesHow to Use
ExaFind profiles and content by person"Search Exa for [name]'s LinkedIn profile and recent posts"
ApifyScrape LinkedIn profiles"Use Apify LinkedIn scraper for [profile URL]"
Hunter.ioFind and verify email addresses"Find email for [name] at [company] using Hunter"
PerplexityResearch person's public presence"Use Perplexity to find recent mentions of [name]"
Note: Tools must be enabled in 
.mcp.json
and API keys configured. See README for setup instructions.
启用后，以下MCP工具可增强研究能力：
工具功能使用方式
Exa查找个人档案与内容"Search Exa for [姓名]'s LinkedIn profile and recent posts"
Apify抓取LinkedIn个人主页"Use Apify LinkedIn scraper for [个人主页URL]"
Hunter.io查找并验证电子邮箱"Find email for [姓名] at [公司] using Hunter"
Perplexity研究个人公开动态"Use Perplexity to find recent mentions of [姓名]"
注意： 需在
.mcp.json
中启用工具并配置API密钥。详见README中的设置说明。

Tool Usage Examples

工具使用示例

"Use Hunter to find the email for John Smith at Acme Corp"
"Search Exa for John Smith VP Sales Acme Corp LinkedIn"
"Use Perplexity to find recent interviews or podcasts featuring John Smith"
"Use Apify to scrape this LinkedIn profile: [URL]"
"Use Hunter to find the email for John Smith at Acme Corp"
"Search Exa for John Smith VP Sales Acme Corp LinkedIn"
"Use Perplexity to find recent interviews or podcasts featuring John Smith"
"Use Apify to scrape this LinkedIn profile: [URL]"

Cross-References

交叉引用

  • Feed research into 
    cold-call-scripts
    for personalized openers
  • Use insights in 
    follow-up-emails
    for relevant references
  • Inform 
    multithread-outreach
    with stakeholder context
  • Update based on 
    call-analysis
    findings
  • 将研究成果导入
    cold-call-scripts
    以生成个性化开场白
  • 在
    follow-up-emails
    中使用研究见解添加相关参考内容
  • 为
    multithread-outreach
    提供利益相关者背景信息
  • 根据
    call-analysis
    的发现更新档案