Purpose
To provide a structured sheet for documenting lead research before CRM entry. Ensures data accuracy, ICP alignment, and standardization across sales reps.
Lead Research Table
| Field | Description / Input Requirement | Example Entry |
| Lead Name | Full name of the contact | John Smith |
| Job Title | Current role & seniority level | VP of Engineering |
| LinkedIn Profile | Public LinkedIn URL | linkedin.com/in/johnsmith |
| Company Name | Full legal name of company | Acme Software Solutions |
| Company Website | Official domain | www.acmesolutions.com |
| Industry | Based on ICP-aligned categories | SaaS / HealthTech / FinTech |
| Company Size | Employee headcount | 1200 employees |
| Annual Revenue | Revenue bracket or funding stage | $75M ARR (Series C funded) |
| Geography / HQ | Country/region of HQ | United States (San Francisco, CA) |
| Technographic Fit | Relevant tools, platforms, or infrastructure used | AWS, Salesforce, HubSpot |
| ICP Alignment Score | Based on ICP Scorecard (0–100) | 85 (High Fit) |
| Lead Source | Inbound (event/web form) or outbound (Apollo, LinkedIn, referral) | Outbound – Apollo |
| Work email only (validated) | john.smith@acmesolutions.com | |
| Phone Number | Direct line or company switchboard | +1 415 555 1234 |
| Intent Signals | Buying triggers or behaviors | Attended SaaS scaling webinar |
| Research Notes | Contextual insights for SDR/AE | Expanded into APAC market last year |
| Next Action | Immediate step to take | SDR to book discovery call |
| Owner (Assigned Rep) | SDR/AE who owns the lead | Jane Doe (SDR) |
| Date Entered in CRM | Timestamp of CRM creation | 20 Aug 2025 |
Usage Guidelines
- SDR must complete this sheet (or CRM equivalent) before logging the lead.
- All mandatory fields (Name, Title, Company, Industry, Email, ICP Score) must be filled.
- Notes should remain factual (funding, hiring trends, expansions) — avoid subjective comments.
- Sheet may be maintained as a tracker in Google Sheets/Excel or auto-captured via CRM form.
- Sales Managers must review a sample of sheets weekly for accuracy and completeness.