Research Customer Prospects to Improve Sales Prospecting Success
Potential buyers are inundated with reps’ sales prospecting efforts. Perform thorough customer research on your prospect before initial contact to understand their specific business needs and to formulate a preliminary value proposition that will increase your chances of getting the initial meeting.
If you’ve read our article on profiling customers, then you know that understanding how your prospect compares to your ideal customer can significantly improve overall selling effectiveness. Through proper profiling, you identified key attributes of an account that determine whether they are a good target for you.
Communicate Relevant Value
