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6 Helpful Sites to Research a Prospect Before a B2B Sales Call - SalesStaff - ContactCenterWorld.com Blog

6 Helpful Sites to Research a Prospect Before a B2B Sales Call

Step one in successful “warm” calling: research prospects before your sales call.

Most salespeople have a few places they go to look up a prospect before a B2B sales call. We all recognize the need to research lest we have that sinking “I’m totally unprepared” feeling right before the sales call.

We wanted to take a moment and show you a good list of sites where you can go to research your prospect.

You probably don’t have time to check every one of these suggestions before your calls, but the idea is to give you a range of options.

 

LinkedIn

This had to be the first one mentioned. If you’re reading this and you don’t use LinkedIn to research your prospects, I’m not sure which rock you’ve been living under. If you can only choose one, this should be it. Why? Because you get their whole bio at a glance.

Pay close attention to:

  • Their job experience and what their specific areas of expertise are, what their daily job is and what are they responsible for?
  • Shared connections, these make great conversation-starters
  • Groups and other interests, shared commonalities can also help endear yourself to the prospect
  • Recent activity, are they actively posting and what do they like to post?

 

Twitter

While Twitter profiles are not as common as LinkedIn profiles, if they have Twitter, you can get a good feel for the prospects’ interests, personal and professional. Use a site like Snapbird to search tweets for mentions of your company, competitors, or similar products.

See who is mentioning them and which conversations they get involved in by using a site like Snapbird to search tweets for mentions of your company, competitors, or similar products.

 

Google News

See if there have been any recent news articles related to your prospect that might be a conversation-starter or, even better, may be pertinent to your transaction with them. A good substitute for Google News is the press release and news section on their website.

 

Blogs

Use their social media to read what your buyer’s been reading and especially what they’ve been writing. If they have their own blog, read the first few posts. Comment on them before your call for more name recognition and digital goodwill.

 

Google Search

Look up both the prospect company and the individual on Google. Look up the prospect name and company together. There will be plenty to look at to snatch some quick info before your call. See that? They just ran a marathon. Hey, you’re a runner too!

 

Crunchbase

A site we love for doing quick research on prospects is Crunchbase. You can look up companies or people. It comes complete with company details, recent news, top executives, a nifty little timeline feature and a bunch more information at a glance. They also have a paid Pro subscription, but the free version is powerful in and of itself.

Be sure to come back new week for step two in successful “warm” calling, tailoring your value proposition to the prospect.

Source: http://salesstaff.com/blog/6-sites-research-b2b-prospects/

Publish Date: March 7, 2017 5:00 AM


2021 Buyers Guide Recruitment Products/Services

 
1.) 
MainTrax

HireTrax
HireTrax, MainTrax's standalone pre-hire virtual interviewing solution, automatically analyzes the behavioral characteristics found in each candidate's VOICE to help you select reps better suited for the specific job at hand. After all, agents speak with your customers for hours each day so it's vital they possess the behavioral characteristics and personality traits necessary to be successful. By picking those with tendencies of empathy and positive behavioral traits, you'll have a higher caliber of candidates who will perform better on the job and stay.
PH: 612-817-4090

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Orion Learning offers a full suite of assessment tools designed to target and report on candidate potential. Our tools are used for recruitment, talent management, succession planning and coaching/mentoring. All of the tools are delivered online and the reports are available online and will provide you with an amazing view of the candidate/individual's potential, interview questions, coaching/mentoring steps and much more.

If you're looking to find the candidate/individual with the highest potential, call Orion today!
PH: 1-416-992-5158

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VADS Indonesia provides a recruitment process with strict selection with various requirements according to client needs. VADS Indonesia also has a database of trained candidates so that it can meet the agent needs quickly and in large numbers.
PH: 0217991445

4.) 
SalesMatch Ltd

Contact Centre Behavioural Assessments
SalesMatch is an intelligent web based sales and contact centre behavioural assessment platform. It is based on the well known, tried and tested DISC psychometric theory, used by thousands of organisations round the world.

- Reduces Agent Attrition - By selecting the right agent for the role
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stress
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Putting the right person in the job role has become the key focus in the drive...
(read more)
PH: +44 1983 303011

5.) 
TactiCall Recruitment Services

TactiCall Recruitment Services
Permanent Placement
Temporary / Labour Hire / Contingent and Contract Hire
Recruitment Consulting Services
Assessment Centre Design and Facilitation
PH: 07 3831 6333
 



View more from SalesStaff

Recent Blog Posts:
20 Tips for Personalizing B2B Sales Calls and EmailsJuly 24, 2017 5:00 AM
25 Killer B2B Sales Teleprospecting Tips for Quick ReferenceMay 19, 2017 5:00 AM
You Must Ask This Question of Every B2B Sales Prospect on the First Discovery CallMarch 29, 2017 5:00 AM
6 Helpful Sites to Research a Prospect Before a B2B Sales CallMarch 7, 2017 5:00 AM
B2B Marketers Embracing Customer Experience More than Ever – What are their CX Priorities?November 18, 2016 5:00 AM
No More Cold Calling: 5 Strategies to Make Every Sales Call a Warm One [Resource]September 14, 2016 5:00 AM
7 Ways to Use Jedi Mind Tricks (aka Sales Psychology) in B2B Sales [SlideShare]September 6, 2016 5:00 AM
15 Interesting Places to Find Your B2B Sales Prospects [Infographic]August 24, 2016 5:00 AM
These 6 Factors Separate the Best B2B Salespeople from the Weakest [Research]August 23, 2016 5:00 AM
The Anatomy of an Absolutely Horrible Cold B2B Sales Email [Infographic]August 1, 2016 5:00 AM

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