Your team opens every call already knowing the company on the other end.
Gully Sales uses AI to read the public record and your own sales history, then turns both into a short, sourced brief on each target account, checked by a person before any seller uses it.
- A one-page brief on each target account, with sources shown.
- Research run at volume, then checked before anyone acts on it.
- A repeatable method your own team can run after handover.
Gully Sales Private Limited works with small and medium businesses across India, using sources your team can open and check for itself.
In one paragraph
What is AI Prospect Research for Sales Teams?
AI prospect research uses machine reading to gather what is publicly known about a target account, combine it with what your own records already show, and turn both into a short brief a seller can act on. Gully Sales sets the research questions, chooses the sources, builds the workflow, checks the output and hands the method to your team.
The problem
Your sellers research each account from scratch, minutes before the call.
Most sales teams do research. They just do it one account at a time, late, and differently each time. One seller opens the company website and a LinkedIn page. Another asks a colleague what he remembers. A third dials without checking anything, because the day is already full. None of what they find is written anywhere the next person can reach, so the same account is researched again next quarter, by someone else, from zero.
You will recognise it as
- Sellers spend the first ten minutes of a call learning things about the company that were public all along.
- The same account is researched two or three times by different people, and none of that work is kept.
- Your outreach reads the same to a forty-person fabricator as it does to a national distributor.
- Nobody can describe a good-fit account beyond industry and city, so target lists are built on instinct.
- An AI tool was tried for research and quietly dropped after it stated something confidently and wrongly.
- Your CRM holds names and numbers, but almost nothing about why the account was worth approaching.
What it costs the business
- Expensive seller hours go into finding information rather than into conversations, and the finding is repeated every time.
- Outreach stays generic, so replies depend on volume, and volume becomes the only lever anyone can pull.
- Target lists are approved on instinct, so marketing and sales end up spending against different pictures of the same market.
- When a seller leaves, everything they understood about their accounts leaves with them.
Why it persists. Research feels like preparation rather than work, so it is the first thing dropped when the month gets tight. It is also invisible in reviews: people are asked how many calls they made, never how well they understood the account. And the tools meant to fix it are usually bought before anyone has written down what question the research is supposed to answer, so they produce more information and no more clarity.
If it stays unresolved. The cost grows with the length of the list. A team working thirty accounts can hold the context in its head. A team working three hundred cannot, and starts treating every account alike. Conversations get shorter, discounting starts earlier, and the reason a deal was lost gets recorded as price when it was really relevance.
What changes
What changes when the research arrives before the seller does.
In the first weeks
- A written brief on each priority account, ready before anyone dials.
- One agreed definition of what makes an account worth approaching.
In how the work runs
- Research runs as a workflow across a list, not as a favour asked of a busy seller.
- Every fact on a brief carries its source, so anyone can check it in seconds.
- New accounts entering the list are researched the same way as the first ones.
In sales and marketing
- Openers refer to something true about that specific company, so first conversations start further along.
- Seller hours concentrate on accounts that resemble the customers you already serve well.
In what management can see
- A view of your target market by segment, size and buying signal, instead of a flat list of names.
- Coverage reporting: which priority accounts have been researched, and which are still blank.
Over the longer term
- Account knowledge that stays inside the business when a seller moves on.
- A method your team reruns each quarter as your market shifts.
Gully Sales controls the research questions, the sources, the workflow, the verification and the briefs. Whether meetings and revenue follow depends on your offer, your pricing and how your team uses them. Research makes a conversation better informed; it does not make a prospect ready to buy.
Who it is for
Research earns its place when your list grows longer than your memory.
The businesses it suits
- Businesses selling to other businesses, where a deal involves several people and several conversations.
- Teams working a named account list rather than waiting for enquiries to arrive on their own.
- Companies whose sellers are strong in conversation but arrive at calls under-prepared.
- Businesses entering a new city, segment or industry where nobody has existing relationships.
- Teams already on a CRM, who want research to land on the record instead of in someone's spreadsheet.
- Founders still doing their own prospecting, who need the reading done before they pick up the phone.
What usually prompts the call
- You are about to hire sellers and do not want each of them building a list from scratch.
- A new product or segment needs a target list nobody in the business has built before.
- An AI tool was trialled for research and abandoned because nobody trusted what it produced.
- Outbound replies have fallen and the messages your team sends all look interchangeable.
- The target list crossed a few hundred accounts and manual research stopped keeping pace.
What Gully Sales does
The work, component by component.
Research questions and fit definition
We start by writing down what your business actually needs to know before approaching an account, and what makes an account worth approaching at all. That means sitting with your sellers and your closed deals, not with a tool. The output is a short list of questions, the fields that answer them, and the criteria that separate an account worth a seller's hour from one that is not.
- Why it matters:
- Research without a question produces pages nobody reads. The question is what makes the output short, comparable and usable by the person on the call.
- You receive:
- A written research brief: the questions, the fields, and the account fit criteria.
- Business value:
- Your team stops collecting information and starts answering the few questions that change what it does next.
Evidence base and source map
We assemble the sources that can answer those questions. Secondary evidence comes from company websites, public directories and registries, association listings, tender notices, published news, hiring advertisements and trade publications. Primary evidence comes from inside your business: won and lost deal records, seller interviews and, where you allow it, customer conversations.
- Why it matters:
- Different sources deserve different levels of trust, and saying so in advance prevents an unverified number becoming a claim in an email.
- You receive:
- A source map naming each source, what it is trusted for, and how often it refreshes.
- Business value:
- Everyone knows where a fact came from, so a disagreement about an account becomes a two-minute check.
AI research workflow
This is where the machine does the reading. We build and test the prompts and extraction steps that take an account name, gather the material from the agreed sources, pull out the specific fields your brief needs, and write a short summary in your team's language. The workflow runs across a list rather than one account at a time, and it records where each extracted fact came from.
- Why it matters:
- Doing this by hand costs a seller twenty to forty minutes per account, which is why it stops happening the moment the month gets busy.
- You receive:
- A documented, repeatable research workflow with its prompts, fields and source rules.
- Business value:
- Depth of research stops depending on how much time the person had that afternoon.
Verification and human review
AI reading is fast and sometimes wrong, so we design the check before we design the output. Facts are graded by confidence, low-confidence items are flagged rather than stated, and a sample of every batch is checked against the original source by a person. Anything that would appear in an outbound message is verified before it is released to sellers.
- Why it matters:
- One confidently wrong sentence in a first email costs more credibility than the research saved in time.
- You receive:
- A verification protocol, a sampling record, and a flagged-facts log for each batch.
- Business value:
- Your team can quote a brief in front of a customer without checking it twice first.
Account briefs and CRM enrichment
The research becomes something a seller opens in five seconds: who the account is, what it does, how it is structured, what changed recently, who the likely decision-makers are by role, what our angle is, and what to avoid. We write these to your CRM as fields and a short summary on the record, so the brief lives where the work happens rather than in a folder.
- Why it matters:
- Research that sits in a document outside the CRM is read once, on the day it arrives, and never again.
- You receive:
- Populated account briefs in your CRM, with the source and date on every enriched field.
- Business value:
- The next person to touch that account inherits everything the last person learned.
Insight synthesis and decision implications
Once a batch is researched, patterns appear that no single account shows: segments where you have unusual strength, common triggers that precede a purchase, roles that appear in every won deal, and parts of the list that never had a real chance. We write these up as decisions rather than observations, naming what to target, what to deprioritise and what to say differently.
- Why it matters:
- The value of researching two hundred accounts is not two hundred briefs; it is the picture of the market they add up to.
- You receive:
- An insight summary with segment priorities, buying triggers and messaging implications.
- Business value:
- Your target list and your outreach are decided from evidence you can show, not from opinion in a meeting.
Handover, refresh and governance
We train your team to run the workflow, agree who owns it, and set the cadence at which accounts are refreshed, because a brief written today is a description of a company as it was today. We also write down what the workflow may not do: sources it must not use, claims it must not make, and the point at which a person must decide instead of the model.
- Why it matters:
- A research capability that only the agency can operate is a dependency, not an improvement.
- You receive:
- A handover pack: workflow documentation, training session, owner, refresh cadence and usage rules.
- Business value:
- You keep the capability, and the cost of researching the next hundred accounts is your own team's time.
What you will have at the end.
- A written research brief naming the questions, fields and account fit criteria.
- A source map showing every source used, what it is trusted for and how often it refreshes.
- A documented AI research workflow with its prompts, extraction fields and source rules.
- Account briefs for the agreed list, each fact carrying its source and the date it was gathered.
- CRM enrichment: the brief fields written onto the account record your team already uses.
- A verification protocol with the sampling method and a flagged-facts log per batch.
- An insight summary: segment priorities, recurring buying triggers and messaging implications.
- A sample brief and an anonymised extract, so you can see the output before the full list is run.
- A coverage and completeness report against your priority account list.
- A handover pack with training, named owner, refresh cadence and written usage limits.
How it runs
The engagement, step by step.
- 1
Frame the questions
We meet your sellers and whoever decides the target list, and work backwards from the decisions being made: which accounts to approach, who to speak to first, and what to open with. We look at recent won and lost deals to see what was known before the first call in each case. From that we write the research questions and the fit criteria, and agree what the brief will and will not contain.
- You provide:
- Access to two or three sellers, your recent won and lost deal records, and your current target list.
- We produce:
- The research brief: questions, fields, fit criteria and the shape of a finished account brief.
- Done when:
- You have signed off the questions and can see a sample brief laid out.
- 2
Build the evidence base
We test which sources can actually answer each question for your market, because a source that works for software companies may say nothing useful about a foundry. Secondary sources are checked for coverage and freshness. Primary evidence is gathered from your own records and from seller interviews, and, where you agree, from a small number of customer conversations.
- You provide:
- Any subscriptions or data you already pay for, and permission for the customer conversations if you want them.
- We produce:
- The source map, with trust levels, refresh intervals and known gaps recorded.
- Done when:
- Every research question has at least one source that can reliably answer it.
- 3
Build the research workflow
We build the workflow that reads the sources and produces the fields: the prompts, the extraction steps, the summarising instructions in your team's language, and the rules for recording where each fact came from. We test it on a handful of accounts you already know well, so errors show up against the truth rather than against nothing.
- You provide:
- Five to ten accounts you know thoroughly, to test the output against.
- We produce:
- A working, documented research workflow with its prompts and field definitions.
- Done when:
- The workflow reproduces what you already know about the test accounts, and its mistakes are understood.
- 4
Run and verify the first batch
We run the workflow across the first agreed batch of accounts, grade the output by confidence, flag what the sources disagreed about, and check a sample by hand against the original source. Anything intended for outbound use is verified before it is released. We record the error types we find, because they tell us what to change in the workflow rather than what to apologise for.
- You provide:
- The account list for the first batch, and one reviewer who can confirm findings in your market.
- We produce:
- Verified account briefs, a sampling record and a flagged-facts log.
- Done when:
- The batch is verified to the agreed standard and the error pattern is documented.
- 5
Synthesise the findings
We read the batch as a whole. Which segments show the conditions your won deals shared? Which triggers keep appearing shortly before a purchase? Which roles are present in every deal you closed and absent from the ones you lost? We turn those patterns into stated implications: accounts to prioritise, accounts to drop, and what to change in how you open a conversation.
- You provide:
- A working session with your sales and marketing leads to challenge and confirm the reading.
- We produce:
- The insight summary, written as decisions with the evidence attached to each one.
- Done when:
- Your leadership has agreed the priority segments and the accounts to deprioritise.
- 6
Load into the CRM and enable the team
The briefs are written onto the account records in your CRM, with the source and date on each enriched field, so the research is visible at the moment of work. We sit with the sellers, walk them through reading a brief in under a minute, and show them how to challenge a fact they doubt rather than ignore the whole record.
- You provide:
- CRM access with the right permissions, and an hour of your sellers' time for the walkthrough.
- We produce:
- Enriched CRM records, a one-page reading guide and a short enablement session.
- Done when:
- Sellers are opening the brief on the record before they call, without being reminded.
- 7
Roadmap, refresh and handover
We write the roadmap for the accounts not yet covered, set the cadence at which existing briefs are refreshed, name the person inside your business who owns the workflow, and record the limits: which sources are not to be used, which claims must never be made from a brief, and when a person must decide instead of the model. Then we train the owner to run it.
- You provide:
- A named internal owner with the time to run and review the workflow.
- We produce:
- The handover pack: documentation, training, refresh cadence, coverage roadmap and usage limits.
- Done when:
- Your own team has run a batch end to end without us in the room.
Ways to work with us
Choose the depth that matches your list and your team.
Research sprint
A single batch on a defined account list. We frame the questions, build the workflow, run and verify the batch, and deliver the briefs and the insight summary. Suited to a new segment, a new territory or a first proof that the method works for your market.
Build and handover
Everything in the sprint, plus training your own team to operate the workflow: documentation, a named owner, a supervised batch they run themselves, and the usage limits written down. You keep the capability and the running cost stays inside your team.
Ongoing research desk
We run research on a recurring cadence against your target list: new accounts as they are added, existing briefs refreshed on schedule, verification sampled every batch, and a periodic insight update as patterns shift in your market.
Review of an existing setup
For teams already using AI research tools that nobody trusts. We audit the output quality, the sources and the verification, and give you a written list of what to fix, what to keep and what to stop paying for.
Why Gully Sales
What you are actually choosing when you choose us.
We start with the decision, not the tool.
The first question is what you will do differently once you know. Tools get chosen after that, and sometimes the honest answer is that a short workflow on sources you already have is enough.
Every fact carries its source.
A brief from us shows where each item came from and when it was gathered. Your seller can open the source, and a disagreement about an account becomes a check rather than an argument.
A person checks before a seller sends.
We treat machine reading as a fast first draft. Confidence grading, flagged items and hand-checked samples sit between the model and your customer, because a wrong claim costs more than it saved.
We build inside the systems you already use.
Briefs land on your CRM records, not in a separate portal that needs another login. Research your team cannot see at the moment of work is research nobody reads.
You keep the method.
The workflow, the prompts, the source map and the training are yours. We would rather your next hundred accounts cost your own team an afternoon than a new purchase order.
We work across revenue, not only marketing.
Gully Sales works on sales, marketing, channels, customer success and revenue operations together, so research is designed against how your team actually sells rather than as a standalone data exercise.
Where it applies
The same service, in different businesses.
Industrial manufacturing and engineering
- The situation:
- A components manufacturer sells to plants across several states, and its four sellers pick accounts from an old exhibition list nobody has reviewed in two years.
- How it applies:
- Research reads plant listings, expansion news, tender notices and hiring advertisements to identify which plants are adding capacity, and records the roles involved in each purchase.
- Likely benefit:
- Sellers approach plants at the point where capacity is being added, rather than calling the same directory in the same order every quarter.
IT and software services
- The situation:
- A services firm wants to move upmarket from small clients to mid-sized companies, but nobody in the business knows what a good mid-market target looks like.
- How it applies:
- Research profiles the mid-market accounts in the target segment by technology footprint, team structure, published hiring and recent announcements, then compares them with the firm's own strongest existing clients.
- Likely benefit:
- The move upmarket is made against a defined and evidenced list, rather than by raising the price on the same conversations.
Building materials and interior products
- The situation:
- A supplier sells through architects, contractors and interior studios, and each seller keeps a private list of the firms they know personally.
- How it applies:
- Research builds a single account universe of studios and contractors by project type and scale, identifies which are active on current projects, and consolidates it into shared CRM records.
- Likely benefit:
- The firm's coverage of its own market becomes visible for the first time, including the studios nobody had ever contacted.
Healthcare equipment and services
- The situation:
- A supplier to hospitals and diagnostic chains works from a list of institution names with no view of size, specialities or purchase authority.
- How it applies:
- Research profiles each institution by bed strength, specialities, group ownership and recent expansion, and records who typically approves purchases by role rather than by name.
- Likely benefit:
- Approaches reach the level that can actually decide, and the conversation opens on the speciality that matters to that institution.
Logistics and warehousing
- The situation:
- A transport company chases enquiries reactively and has no proactive list, so growth depends entirely on how many calls came in that month.
- How it applies:
- Research identifies businesses whose shipping footprint, new facilities or distribution announcements suggest changing freight needs, and turns them into a prioritised outbound list with briefs.
- Likely benefit:
- The company builds a proactive pipeline alongside its inbound enquiries, instead of depending on the month's incoming calls.
Professional and financial services
- The situation:
- A consulting practice depends on partner referrals, and the partners have no way to research a new sector before entering it.
- How it applies:
- Research profiles the sector's companies by size, ownership, regulatory events and leadership changes, and synthesises the triggers that typically precede an engagement of this kind.
- Likely benefit:
- Partners enter a new sector with a written point of view and a shortlist, rather than with an introduction and a hope.
Questions buyers ask
Before you enquire, the answers you will want.
Which research methods and sources will you actually use?
Two kinds. Secondary evidence comes from company websites, public directories and registries, association listings, tender notices, published news, hiring advertisements and trade publications. Primary evidence comes from your own won and lost deal records, interviews with your sellers, and, where you permit it, a few customer conversations. We test each source against your market before relying on it, and the source map records what each one is trusted for.
How accurate is AI research, honestly?
Accurate enough to be useful, not accurate enough to be trusted unchecked. Machine reading is strong at gathering and summarising and weak at knowing when a source is stale or wrong. That is why we grade facts by confidence, flag what the sources disagree about, and hand-check a sample of every batch against the original. Anything going into an outbound message is verified by a person first.
What do you need from us to start researching?
Time from two or three sellers, your recent won and lost deal records, your current target list, five to ten accounts you know thoroughly for testing, CRM access with the right permissions, and one internal reviewer who can confirm findings in your market. Later, a named owner to take over the workflow. Most of this is access and a few hours of attention rather than new work.
How long before briefs reach the sellers?
It depends on how many accounts you want covered, how deep each brief goes and how many sources your market needs. Framing the questions and testing the sources comes first, then the workflow, then batches. We scope it in writing after the audit, with the account volume and the stages named, so you can see what happens when rather than being handed a single date.
How is the quality of the research measured?
Against a baseline we record before starting. Early measures are operational: coverage, data completeness, verification rate and time saved per account. Later measures are commercial: first contact to meeting, meeting to qualified opportunity, and opportunities created per seller. We report the operational numbers per batch and the commercial ones monthly, once at least one sales cycle has passed.
What does the research service not do?
We do not write or send your outbound campaigns under this engagement, run your CRM implementation, or buy contact databases on your behalf. We do not produce personal information about individuals beyond their professional role at the company. And we do not release unverified claims to your sellers. Each of those is either separate work or something we will tell you we are not doing.
Where does the data come from, and is it appropriate to use?
From publicly available sources and from information your business already holds lawfully. We record the source and date of every fact, so you can always see where something came from and decide whether it is appropriate for your business to act on. We work to the limits you set, and we write those limits into the handover pack rather than leaving them to individual judgement.
Does this work if we have no CRM?
It helps a great deal. The value of research multiplies when it lives on the account record your team already opens, rather than in a document. If you have no CRM, we can still deliver briefs in a structured format, but we will usually say that getting a simple CRM in place first makes the research worth more. That is a separate conversation, not a condition.
4 more questions
Will this replace what our sellers do?
No. It removes the reading, not the selling. Your sellers keep the judgement, the relationship and the conversation; the workflow does the gathering and summarising that used to eat the first half hour of their preparation, or get skipped entirely. Teams that see the strongest change are usually the ones whose sellers were good on the phone and short on time.
How many accounts can realistically be researched?
Far more than by hand, but the constraint is verification rather than gathering. The workflow can read a large list; a person still has to check a sample and confirm the flagged items. We size the batches around what can be verified properly, and we would rather deliver two hundred briefs you can quote in front of a customer than a thousand you cannot.
What happens when the research goes out of date?
A brief describes a company as it was on the day it was written, so a refresh cadence is part of the design rather than an afterthought. Fast-moving fields such as leadership, hiring and announcements are refreshed more often than stable ones such as ownership or plant location. The cadence, and who owns it, is written into the handover pack.
Can you work with the AI tools we have already bought?
Usually yes. We look at what you own before proposing anything new, because most teams already have more capability than they use. If an existing tool can answer your research questions, we build the workflow around it. If it cannot, we will say why in writing rather than quietly adding a subscription to your monthly costs.
Talk to us
See what your target list looks like when it is researched properly.
The first conversation is a working session, not a pitch. We look at your target list, your recent won deals and what your sellers currently know before a call, and tell you plainly whether research is your constraint.
- No obligation and no sales script
- A reply from someone who does the work
- Your details are never sold or shared