Prospect Industry Deep Dive

Sales reps need comprehensive industry intelligence and prospect research before discovery calls, but typically gather this from multiple disconnected sources, making it difficult to sound like an industry expert rather than a vendor

Step 1: Research prospect's industry for macro trends, technology challenges, and buying patterns. Step 2: Research the specific company for recent news, strategic initiatives, and tech stack. Step 3: Query G2 MCP for buying intent data on product categories the prospect is researching. Step 4: Build discovery questions tied to industry trends, company news, and G2 research signals. Step 5: Assemble into a scannable pre-call brief including company snapshot, industry context, G2 signals, top discovery questions, and competitive positioning.

Reps walk into discovery calls sounding like industry experts with tailored, informed questions, supported by a one-page pre-call brief that synthesizes industry trends, company news, G2 buying signals, and discovery question frameworks. The workflow replaces 30–45 minutes of scattered manual research with a 4–6 minute automated brief, making prep the default behavior rather than an exception reps skip due to friction. For larger strategic accounts, the workflow scales to 8–10 minutes for deeper industry context analysis.

Output format: Pre-call brief (scannable, one-page) including 3-sentence company snapshot, 2-3 industry context bullets, G2 signal summary, top 5 discovery questions with intent behind each, and competitive positioning notes. Discovery question bank includes 5-7 questions designed to uncover budget authority, timeline, and decision process.

Requires access to G2 MCP for buyer intent data; effectiveness depends on quality and recency of available news and research on prospect company; risk of appearing creepy if G2 research signals are referenced too directly without framing as industry trend awareness