Quick answer: Open Sales Research, enter criteria like company name, industry, company size, location, and the decision-maker title you're targeting, then search. Review and score the leads, prioritize the best-fit decision-makers, and add them to your contacts or a sales campaign.
Sales Research is built to identify the people who actually sign off on purchases — so your outreach reaches decision-makers, not gatekeepers.
Before you start
Describe your ideal account and the business problem you solve. Identify likely budget owners and users rather than relying on one exact job title.
Practical example
For an employee onboarding product, research both people operations and IT roles. Review who owns the workflow at each company before choosing the first contact.
Check your result
If results include unsuitable roles, refine the company context and role criteria. Check research claims against their sources before putting them into a personalized email.
How to research sales leads
- Navigate to Sales Research.
- Enter your criteria:
- Company name
- Industry
- Company size
- Location
- Decision-maker title (e.g., VP Sales, CMO, Head of Ops)
- Apply filters and search.
- Review the results.
How to run a sales campaign
- Click Create Campaign.
- Define your target criteria.
- Set campaign goals.
- Launch and track results.
How to manage and score leads
- View your lead list and score leads by fit.
- Prioritize the highest-value decision-makers.
- Add leads to your contacts/CRM and track interactions.
Best practices
- Target by title to reach true decision-makers, not just any contact.
- Research the company before reaching out so your message is relevant.
- Personalize outreach to the decision-maker's role and priorities.
- Follow up consistently with sequences.
Frequently Asked Questions
How is Sales Research different from Leads Search?
Sales Research is focused on identifying decision-makers and building a sales pipeline with lead scoring, while Leads Search is a broader people/company database search. Use them together.
How do I prioritize which leads to contact first?
Score leads by how well they match your ideal customer profile and decision-making authority, then work the highest-scoring leads first.
Can I move these leads into a campaign?
Yes — add researched decision-makers to your contacts and target them in a sales or email campaign. See How to Run a Cold Email Campaign.
Related articles
- How to Find B2B Leads With Leads Search
- How to Research Prospects for Outreach
- How to Build a Targeted Prospect List
Reach the people who decide — target by title, research the company, and personalize the pitch.