Contact Research
Six open tabs to understand one person: LinkedIn, the CRM, an old email thread, an enrichment record. This skill does that work one way, every time. It settles who the contact is, the role the evidence says they play and how they relate to the account, read against your Persona, ICP and Sales Process memories, sources attached. Contact Sourcing, Stakeholder Mapping and Meeting Preparation all draw on the same research, so a rep, their manager and RevOps work from one read on each person, and what deals go on to prove keeps sharpening how roles get interpreted.
Prospecting
Sales
Contact Sourcing
Stakeholder Mapping
Meeting Preparation
Persona
ICP
Sales Process
From a name to a known person
A rep, a manager and RevOps can each hold a different version of the same contact, and deals get worked on whichever version was easiest to find.
01 | The Current Way
02 | AI Added On
03 | AI-Native
Sourcing contacts into a fresh target account
Copied in from an enrichment list
The rep pulls names from LinkedIn and enrichment tools. Which of them match the buying roles that matter is every rep's private guess.
The bio, read in isolation
A summarised profile still needs interpreting, and with no shared read of your personas, two reps map the same title to different roles.
The list arrives already mapped to personas
Reps start from contacts matched to the personas RevOps defined, evidence shown for each match, and skip the ones that never fit.
A new name starts appearing on the deal's threads
A title and a hunch
The rep checks LinkedIn, guesses influence from the job title and moves on. The manager hears about the new stakeholder a review later.
Seniority mistaken for influence
A profile summary reads the title, and titles mislead: whether this person blocks, champions or only watches sits outside what it can see.
New names placed the day they appear
The rep learns who this person is, the buying role the evidence supports and how they connect to the account, while the deal is still live.
The rep preps a first meeting with 20 minutes spare
A skim of profiles and old emails
Prep is whatever the calendar allows: a profile skim, a scroll back through email. What gets learned is relearned again on the next deal.
The job history, minus the relationship
A profile summary covers the CV. What this contact has already heard, asked for or objected to lives in the account and goes unread.
The rep opens the call already briefed
The briefing covers who the contact is, the role they play in this account and every prior touch, built the same way for every meeting.
Capabilities that run this skill
Sales
Meeting Preparation
One system that understands, decides, acts and learns.
Every GTM signal flows through an AI-native operating layer into a system that runs on the surfaces your team already uses.
Explore the GTM System →Account & Contact State
Buying Signals
Territory Coverage
Propensity
Lead & Account Routing
Sequence Selection
Meeting Prep
CRM Updates
Alerts & Escalation
Upgrade Targeting
Upgrade Messaging
Upgrade Sequences
SEE WHY REVOPS + MARKETING LEADERS CHOOSE REVENUE LABS
The GTM teams that learn fastest will win. Build yours a system that learns.
An advantage competitors cannot buy back: years of success and failure, codified.
Consistently, against your own definitions. Evidence from profiles, enrichment, the CRM and the account's own interactions is read with your Persona and ICP memories, so each contact comes back with who they are, the role they play and why they matter to the deal, sources shown.
From behaviour and context as much as the title. A director who joins every call and forwards proposals plays a bigger role than a VP who appeared once. Each inference is made against your Persona memory and carries its confidence, and reps and managers settle the ambiguous ones.
By taking the interpretation out of each rep's head. A contact researched on Tuesday by one rep and on Friday by another comes back the same, because both reads use the Persona and ICP definitions RevOps owns. Update a persona and the next research run reflects it, on every account.
Contact Sourcing uses it to decide who is worth adding, Stakeholder Mapping to place each contact in the deal, Meeting Preparation to brief the rep before the conversation. Because all three read the same research, the list, the map and the briefing never describe three different people.
Reps and managers correct it, and the correction holds. Ambiguous titles, influence and sensitive relationship context are theirs to resolve. When outcomes show a pattern of misread roles, the Persona memory itself is revised, with RevOps approving the change.