Commercial research before prospecting
In B2B, companies do not talk. People do.
Choosing companies is easier when you understand the context. PROSP3CTIV researches their fit with your offer and provides documented reasons to approach, sources and questions for the first contact.
WHAT PROSP3CTIV DOES
Choosing companies to approach means connecting what you sell to their context. Scattered or outdated information makes that decision harder.
PROSP3CTIV researches fit with your offer and organises useful information into documented briefs. You have reference points for selection, prioritisation and preparing the first contact.
Less repeated searching. More clarity about your next step.
WHO IT IS FOR
YOUR STARTING POINT
Agree what is useful, what needs adding and what is ready to use.
Research and prioritise the companies in your list.
Build on it. Prepare conversations if the context is already clear.
Identify and document companies using agreed criteria.
WHAT YOU RECEIVE
Three different levels: a contact identifies, a brief documents, a conversation qualifies.
01 / IDENTIFICATION
A contact database provides identification details: company, industry, size, role and available contact details.
Professional services · Office Manager / Procurement
A starting point for selection.
02 / PROSP3CTIV BRIEF
A brief connects the information to your offer and separates what is known from what needs validation.
Why the company matches your agreed criteria.
Facts, available signals, sources and verification dates.
A reason to talk, relevant roles, questions and unknowns.
Prioritise and prepare a relevant approach.
03 / QUALIFIED OPPORTUNITY
Conversation validates the need. Interest, project, budget and decision stage are checked through dialogue. The documented brief prepares this step; it does not confirm buying intent.
The same Company X, with a hypothetical office move. A fictional scenario without real sources or dates. A possible fit-out is a hypothesis, not a confirmed purchase.
Named contact details are included only by agreement. If you already have commercial context, agree what else would be useful before researching.
An opportunity becomes useful when the salesperson understands how to approach it.
Context gives you a starting point. Conversation establishes whether there is a real need.
MINI BRIEF · FICTIONAL EXAMPLE
ONE POSSIBLE OPENING
“I saw the announcement about your move. Who coordinates the fit-out? Would a conversation about office furniture be useful?”
Validate the source, interest and budget.
Research: short openings. Preparation: practice and agreed feedback.
CORE SERVICES
Two distinct services. Choose what supports the stage you have reached.
01 / RESEARCH
For deciding who to approach
Choose companies with clear reference points, instead of searching for context again each time.
Receive: prioritised companies and documented briefs.
02 / PREPARATION
For using research in conversation
Turn available information into an approach you or your team can use and practise.
Receive: approaches, questions and practice with agreed feedback.
The services can be contracted separately. Preparation is not required to use a brief. Short openings included in research are not charged again.
YOUR COMMERCIAL TEAM’S DEVELOPMENT
Choose support for the stage your team has reached.
Choose stages separately. Human outreach requires an agreement; sales are not guaranteed.
THE TEAM
Research and sales training, together.
Founder · Research & B2B Outreach
Over 9 years of experience in sales, with a particular interest in commercial research, market development, discovery and prospecting.
Experience across financial services, fintech, logistics and digital solutions. Contributed to the commercial development of Cautcurier.ro and worked on customer retention at CONFIDAS. As a Sales Team Leader, coached salespeople on discovery and qualification. Founder of PROSP3CTIV.
This focus led to PROSP3CTIV: giving you and your team relevant context through research, before you reach out.
Sales Training & Negotiation
27 years of experience in sales, negotiation and developing sales teams.
Experience at Orange, Sony Ericsson, Intel Corporation, Zayo Group and G4S. Founder of ACKNOWLEDGE and SALES COACHING, and author of “VÂND ORICE, ORICÂND, ORICUI”. His work brings together sales training, negotiation and sales leadership.
Developing commercial skills and leading the sales process.
HOW WE WORK
Your offer, market, existing information and exclusions. Bring a list, research or just your criteria.
Agree selection criteria, scope and an alignment example before starting the research.
Check fit, facts and available signals. Separate sources from hypotheses and record the unknowns.
Understand why each company merits investigation, what to ask and what still needs validation.
Receive the agreed PDF and/or Excel/CSV files, with guidance for using the briefs. Optional handover support is agreed in advance.
Bring relevant context before prospecting: checked information, explicit hypotheses and a next step you can use.
Build on the material you already have and agree what to add. If your research is ready, we can work directly on conversations.
WHERE WE CAN START
Clarify what would be useful before agreeing a project.
You can also request free research for 5 companies (in Romanian). Requests are reviewed.