Stop Manual Prospect Research: Scale Lead Generation with Gemini

Standardise a Prospect Brief Template in Google Docs

Start by creating a shared Prospect Brief template in Google Docs that reflects your ICP and sales motion. Include sections for company overview, key metrics (employees, funding, locations), ICP fit rationale, recent news and events, current tools or tech stack, and suggested messaging angles. This structure gives Gemini a consistent target format and reduces variability between reps.

Once the template is in place, use Gemini inside Docs to populate it from a minimal input like company name and website. A rep can paste 1–2 URLs and a short description of the target persona, then invoke Gemini to fill the sections with summarised information and links to sources for quick verification.

Example Gemini prompt in Google Docs:

You are a sales research analyst.
Fill out this Prospect Brief for the company <COMPANY NAME> using the structure in this document.

Focus on:
- What the company does and who they serve
- Signals that they match our ICP: <briefly describe ICP>
- 3–5 recent events or news items that matter for a sales conversation
- Their current tools/tech stack if visible
- 3 tailored messaging angles we could use in outreach

Only include information you can reasonably infer from the website and recent public sources. If something is unclear, state "Unknown" rather than guessing.

Expected outcome: consistent, high-quality briefs in 3–5 minutes instead of 20–30 minutes of manual research, with better coverage of relevant triggers and initiatives.

Use Sheets + Gemini to Enrich and Prioritise Lead Lists

When working from exported lead lists (events, webinar signups, basic CRM lists), bring them into Google Sheets and use Gemini for bulk enrichment and scoring. Add columns for target attributes such as "ICP Fit", "Priority Tier", "Key Trigger" and "Suggested Outreach Angle". With Gemini in Sheets, you can enrich multiple rows in a guided way instead of handling each contact manually.

Provide Gemini with a compact description of your ICP and a few examples of what high, medium and low fit entries look like. Then run it on subsets of your sheet to classify and prioritise. Always keep a manual review step for top-tier accounts to ensure quality.

Example Gemini prompt in Google Sheets (cell note or side panel):

You are assisting with lead qualification.
Based on the company name, job title, and website in this row, do the following:
1. Rate ICP Fit as High, Medium, or Low based on this ICP description: <paste ICP>.
2. Identify one likely buying trigger (e.g., rapid hiring, expansion, digital transformation).
3. Suggest a 1-sentence outreach angle referencing that trigger.

Answer in the format:
ICP Fit | Trigger | Outreach Angle

Expected outcome: a prioritised lead list that directs reps towards high-fit accounts, increasing conversion rates from outreach while reducing time wasted on poor fits.

Automate Pre-Call and Pre-Outreach Research from Gmail

Reps often jump into calls or send follow-ups without a quick refresh of the latest updates on an account. Use Gemini in Gmail to generate concise, contextual research summaries directly from the email thread and web. When a prospect reaches out, the rep can ask Gemini to summarise the company, key stakeholders in the thread and relevant public updates before drafting a reply.

This is particularly useful for inbound leads and multi-threaded conversations where context is scattered. Gemini can surface the last 2–3 major news items and suggest talking points tailored to the buyer’s role, directly in the email composer.

Example Gemini prompt in Gmail:

You are preparing a sales rep for a response.
Based on this email thread and public information about the sender's company:
1. Summarise the company's business in 2–3 bullet points.
2. List 3 recent events or news items that could influence their priorities.
3. Suggest 3 tailored talking points for a reply, aligned with the sender's role: <job title>.

Keep it concise enough for the rep to absorb in under 60 seconds.

Expected outcome: better-tailored responses and discovery questions with almost no extra prep time, leading to higher meeting quality and win rates.

Create Territory Research Packs with Drive and Gemini

Sales leaders can use Gemini with Google Drive to build "territory intelligence packs" that aggregate internal and external knowledge for each region or segment. Store relevant market reports, previous proposals, case studies and customer call notes in structured folders per territory. Then use Gemini to generate summary docs that highlight common pain points, successful messaging, and typical buyer journeys for that territory.

New reps ramping into a territory can use these packs as a starting point for their own prospecting, while Gemini can also be prompted to propose a ranked list of accounts to research next based on your ICP and public firmographic data.

Example Gemini prompt in Google Docs (for a territory pack):

You are analysing this folder of documents and public web information for the DACH mid-market manufacturing segment.
Create a Territory Intelligence Summary that includes:
- 5–7 common challenges these companies face related to <your solution area>
- Patterns from our past proposals and notes in Drive
- Example language and phrases prospects use to describe their problems
- A short list of example account profiles that are "ideal" for outreach

Use bullet points and keep the document under 2 pages.

Expected outcome: faster ramp time for new reps, more consistent messaging across the team, and a structured base for focused prospect research in each territory.

Build Reusable Prompt Snippets for Different Buyer Personas

To make Gemini-powered prospect research repeatable, create a library of prompt snippets tailored to your key buyer personas (e.g., CRO, CIO, Head of Operations). Each snippet should instruct Gemini how to interpret public information through the lens of that persona’s priorities and language, so the output feels highly relevant when reps prepare outreach or calls.

Host these snippets in a shared internal doc or knowledge base and train reps to copy-paste and adapt them. Combining company research prompts with persona-specific instructions leads to better talking points and more compelling messaging angles than generic "tell me about this company" queries.

Example persona research snippet:

You are preparing a brief for outreach to a <JOB TITLE, e.g. VP of Sales> at <COMPANY>.
Based on the company's website and recent news:
- Identify 3–5 priorities that a VP of Sales in this company is likely to care about.
- Map each priority to how our solution (high-level: <one-sentence description>) could help.
- Suggest 3 email subject lines and 3 opening sentences that speak directly to those priorities.

Use the prospect's language where possible (quoting phrases from their site).

Expected outcome: higher reply rates and more relevant conversations because outreach is grounded in both company context and persona-specific value drivers.

Track Impact with Simple, Concrete Metrics

To ensure your Gemini prospect research initiative delivers real value, define and track a small set of KPIs from the start. At minimum, measure: average time spent on research per account, number of new accounts or contacts researched per rep per week, outbound reply rate, and meetings booked per 100 contacts touched. Capture a baseline for 2–4 weeks before rollout, then compare after adoption stabilises.

Use this data to refine prompts, templates and training. If research time drops but reply rates fall as well, you may have over-optimised for speed at the expense of depth. If reply rates improve but research time stays high, look for additional automation opportunities in your workflow. Treat these metrics as input for continuous improvement, not just a one-time success benchmark.

Expected outcomes when implemented well: 40–60% reduction in manual research time per prospect, 2–3x more accounts touched per rep per week, and 10–25% improvements in outbound reply or meeting-booked rates over a few months — realistic gains that compound into significantly stronger pipeline without increasing headcount.