Field-tested guidance on account research, pre-call prep, and prospecting, written by the team that does it for a living.
How busy AEs run repeatable account research before every meeting — and when it pays to outsource it.
The discovery call questions top AEs ask — organized by deal stage — plus how pre-call research makes every answer land.
A practical guide to defining your ICP and building a clean, 50-account prospect list that actually converts.
Can ChatGPT replace pre-call research? Where AI helps, where it hallucinates, and why human review matters for sales briefings.
Apollo automates outreach at scale; Van Nice & Co delivers human-reviewed account research. A side-by-side comparison for B2B sellers.
ZoomInfo gives you a contact database. Van Nice & Co writes the researched briefing. Here is when each one wins.
The complete pre-call prep checklist: company, stakeholders, signals, and talking points to cover before any B2B sales call.
A step-by-step framework for researching any company before a sales call — the sources, signals, and prep that win discovery calls.