A specific fit question
Describe the company, relevant work, and role affected.
Find customers
Find the accounts you can give a reason to contact.
A broad market needs a sharper question. Start with who could use your offer research the relevant context, and make the inclusion reason clear before planning a conversation.
Example
discovery brief
A shortlist starts with a fit question.
- Offer
- Dispatch handoff software for logistics teams.
- Buyer hypothesis
- Operations teams coordinating unresolved exceptions.
- Look for
- Public descriptions of dispatch coordination work.
- Exclude
- Businesses outside the offer's delivery scope.
Example
Make the reason travel with the record.
Jalli's discovery workflow connects the business brief and source context to a shortlist a person can inspect. An account belongs in the list because the reasoning holds up.
An appropriate source
Keep the public observation beside the fit interpretation.
A reviewable decision
Include, research further, or exclude with a reason.
The same criteria can lead to different next steps.
Inspect three records. The evidence and unknowns change the decision.
A relevant observation earns a closer look.
Cedar Freight's description supports a dispatch-related fit question. Keep it in the research shortlist while checking the role and contact context.
account · Cedar Freight
Include for review
- Observation
- Public description mentions dispatch coordination.
- Reason
- The stated work overlaps with the offer's scope.
- Unknown
- Process needs and appropriate contact role.
- Next step
- Review relevance before preparing an opening.
Example
Example
Define the audience
Write the exclusions before widening the search.
A useful audience definition tells you who does not belong. State the offer's scope, the work it addresses, and the conditions that would rule out fit. Then research companies against the same question.
Explore Business Intelligenceaudience criteria
Dispatch work is the starting question.
- Include for review
- A public description mentions dispatch coordination.
- Exclude
- A consumer-only service outside the offer's scope.
- Do not infer
- A software gap, budget, or willingness to buy.
Example
Research with context
Keep what the source says separate from what you think.
An observation can support a research question without proving a need. Preserve the source statement and explain the fit hypothesis separately. That makes a shortlist easier to challenge and correct.
Explore AI researchaccount record
The description supports a question.
- Source observation
- Cedar Freight describes regional dispatch coordination.
- Fit hypothesis
- The handoff offer may be relevant to an operations role.
- Still unknown
- Their process, current systems, and buying interest.
- Next check
- Review the role and suitability of a conversation.
Example
Prepare the handoff
Turn the finding into a useful opening question.
The shortlist should help the next person understand why the account was considered. Carry the relevant context into a specific opening without turning an unsupported assumption into a claim about the buyer.
Explore Outbound campaignsresearch-to-opening handoff
Ask about the process. Do not diagnose it.
- Retained context
- The account describes dispatch coordination.
- Draft question
- How does the next shift pick up an unresolved exception?
- Avoid
- Your dispatch handoffs are causing delays.
- Review
- Accuracy, relevance, and contact appropriateness.
Example
Review the shortlist
Learn from the reasons, including the exclusions.
Review source quality, unresolved questions, and why accounts were excluded. Use those observations to refine one audience assumption at a time rather than treating a larger list as evidence of better fit.
Explore Growth strategyreview agenda
What would change the audience definition?
- Inspect
- Source suitability and repeated fit reasons.
- Challenge
- Assumptions about the buyer's operational need.
- Revise
- Criteria that consistently admit irrelevant accounts.
Example
Questions about the next step
What makes a useful customer hypothesis?
A defined company context, a relevant operational question, and explicit exclusions. Keep the hypothesis specific enough that research could challenge it.
Does an account in the shortlist have buying intent?
No. A source observation may support relevance, but it does not establish need, budget, authority, or willingness to buy.
How do I prepare a useful discovery brief?
Start with suitable sources and a reviewed scope. Keep the inclusion reason and open questions beside each account.
Give the next conversation a reason.
Start with a reviewable audience and carry the context into the next step.