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Prospecting agent for professional services firms selling on Salesforce
A custom Claude prospecting agent that watches for buying signals across your target accounts, researches each account against your ICP and personas, and drafts personalized outreach that your partners and business developers review and send from Salesforce. It feeds reps a short daily list of ready-to-work opportunities with the research done, so they spend their time in conversations that become meetings and pipeline.
| ROLE | SALES | PLATFORM | CUSTOM |
|---|---|---|---|
| INDUSTRY | PROFESSIONAL SERVICES / AGENCY | ||
| DRAWN BY | HACKING DEMAND | ISSUED | OCTOBER 19, 2026 |
What The Prospector does
The Prospector works for the business development team at a 200+ person professional services firm (agency, consultancy or similar) that runs its pipeline in Salesforce. It owns the front end of new business: keeping the ICP, personas and buying signals current, finding accounts that match, researching and enriching them, and preparing personalized first touches and talking points tied to the firm's case work and service lines. It writes everything back to Salesforce and assigns it to the right rep under agreed handoff rules. It does not run conversations. Once a prospect replies, the rep owns the thread. Hacking Demand builds it, tunes it and keeps it running.
Custom build
The firm runs Salesforce, and the HubSpot Breeze Prospecting Agent works on HubSpot CRM records, so forcing it in would mean syncing data into a second CRM just to prospect. A custom Claude build fits better: Claude reads and writes Salesforce directly through its API or MCP connector, does live research with a browser, and runs on a schedule. We keep the structure that makes Breeze effective (plays, selling profiles, written context and guidelines) and implement it as Claude's playbook. Professional services selling depends on nuanced research (leadership changes, RFPs, relevance to specific case work), which is where custom Claude research agents are strongest.
What starts it
- A daily scheduled sweep of target accounts for new signals (leadership hires such as a new CMO or COO, funding, acquisitions, expansion, rebrands, agency reviews or RFPs)
- Identified visits from a target account to high-intent pages such as service, case study or pricing pages
- A past client champion or known contact changes jobs to a company that fits the ICP
- A rep or partner adds an account to a target list in Salesforce and requests research
- A closed-lost or dormant opportunity passes its re-engagement date
What it reads
- Salesforce (accounts, contacts, opportunities, activity history, closed-won and closed-lost reasons) read through the API or MCP connector
- The firm's own case studies, service pages, proposals and win themes, which Claude turns into an approved messaging library
- Contact and firmographic data from ZoomInfo, filled in with FullEnrich for missing emails and direct dials
- Website visitor and intent signals from Warmly
- Public web research by Claude with a browser: company news, leadership pages, job postings, RFP portals, earnings or annual reports
- Call recordings and notes from Gong to learn which pains and phrasing land with buyers
How it works, step by step
- Define ICP, personas and signalsClaude analyzes closed-won and closed-lost deals in Salesforce plus the firm's case work to draft the ICP (industry, size, region, service fit), 3 to 5 buyer personas, and a ranked list of buying signals. Sales leadership reviews and signs off. This becomes the agent's written playbook, organized as plays (signal plus persona plus angle), the same structure Breeze uses for its plays and selling profiles.
- Sweep for signalsA scheduled Claude agent checks target accounts each morning: browser research on news, hiring and RFPs, visitor data from Warmly, and job-change alerts on past champions. Each hit is matched to a play and scored. Accounts with an open opportunity or an active rep conversation are skipped.
- Research and enrichFor each qualifying account, Claude builds a short brief: what changed, why it matters to this firm's services, the likely buying committee, relevant case studies, and any history in Salesforce. Contacts are pulled from ZoomInfo and gaps filled with FullEnrich. Every claim in the brief carries its source.
- Draft personalized outreachClaude drafts a first email, a LinkedIn note and a call opener per contact using the approved messaging framework: the trigger, a point of view on what it means, one relevant proof point from the firm's work, and a low-friction ask. Drafts load into Salesloft (formerly Drift) as pending steps, never auto-sent.
- Route to the right repClaude writes the brief and drafts to the Salesforce account and contact records, creates a task, and assigns it by territory, vertical and account ownership rules. Named accounts go to their owner. Accounts tied to an existing client relationship go to the client partner first.
- Rep reviews, sends and booksThe rep edits and sends from Salesloft (formerly Drift) or their inbox. Replies and conversations stay with the rep. Meeting links use Chili Piper so booked meetings land in Salesforce with source attribution back to the play.
- Learn and tuneWeekly, Claude reviews which plays produced replies, meetings and opportunities, reads Gong calls for objections, and proposes changes to signals, personas and messaging. Hacking Demand approves and applies changes with sales leadership.
When a person takes over
- Any reply from a prospect goes straight to the assigned rep. The agent never responds to a prospect.
- Accounts that are current clients, former clients, competitors, or have conflict-of-interest flags go to the client partner or leadership for a decision before any outreach is drafted.
- Briefs where signals conflict, sources are thin, or the buying committee is unclear are flagged for the rep to verify instead of guessed at.
- Changes to the ICP, personas, messaging library or routing rules require sign-off from the sales leader before they go live.
Rules it follows
- No message is sent without a rep reviewing and sending it. The agent drafts, people send.
- Every fact in a brief or draft must cite its source. No invented results, client names, or claims about the firm's work beyond the approved case study library.
- Respect Salesforce ownership and suppression: skip accounts with open opportunities, active rep activity in the last set number of days, do-not-contact flags, or opt-outs.
- Contact data is only used within the firm's data and privacy policies, including regional consent rules for email outreach.
- Tone follows the firm's brand voice guide: peer-to-peer, specific, no hype, no generic flattery.
How you know it works
- Meetings booked from agent-sourced plays, by play and persona
- Pipeline created from agent-sourced meetings
- Reply rate on agent-drafted first touches compared with rep-written baseline
- Share of drafts reps send with light or no edits
- Rep time spent on research and list building per week
From pilot to live
- Pilot (one service line, a few reps)Build the ICP, personas, signals and messaging library from Salesforce history and the firm's case work. Run 2 to 3 plays for one vertical or service line with a small group of reps. Review every brief and draft together weekly.
- ExpandAdd more plays, verticals and reps once drafts are consistently usable. Turn on visitor signals and job-change alerts, connect Chili Piper attribution, and finalize routing rules across territories and client partners.
- Full rollout and ongoing operationAll business development reps receive daily briefs. Hacking Demand runs the agent: monitors data quality and deliverability, retunes plays monthly from results and Gong calls, and reports meetings and pipeline by play to sales leadership.
Tools that fit
ZoomInfo
B2B data & intelligence platform
FullEnrich
Waterfall contact enrichment
Warmly
Reveal site visitors and buying signals
Chili Piper
Demand conversion platform
Some tool links are partner links. Hacking Demand may earn a commission at no extra cost to you.
This blueprint is a version of The Prospector (prospecting agent) ↗
Want The Prospector built for you?
Our experts build it inside your stack. Then we hand it off, maintain it, or operate it with you. Agents and programs get better with tuning, so most teams keep us on to run them. Bring this blueprint to a scoping call.
Scope this agent ↗ Get your own blueprint ↗Good questions.
Straight answers.
Do we need to move to HubSpot to use this?
No. The agent connects directly to Salesforce and writes briefs, contacts, tasks and activity there. Your reps keep working in the systems they already use.
Will the agent email prospects on its own?
No. It researches and drafts, then a rep reviews, edits and sends. Every reply and conversation belongs to the rep, which matters in a relationship-driven services sale.
What does Hacking Demand do after launch?
We operate it. That means watching data quality and suppression rules, retuning signals and messaging based on which plays produce meetings, handling changes to routing, and reporting results to your sales leader on a regular cadence.
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