
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.
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:
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.
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.
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.
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!
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 |
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 - Increases Performance - By matching the character profile to the task - Reduces Time Off - A well matched profile to the role reduced work stress - Reduces Recruitment Costs - By early identification of the right candidates Putting the right person in the job role has become the key focus in the drive... (read more) PH: +44 1983 303011 |
20 Tips for Personalizing B2B Sales Calls and Emails | July 24, 2017 5:00 AM |
25 Killer B2B Sales Teleprospecting Tips for Quick Reference | May 19, 2017 5:00 AM |
You Must Ask This Question of Every B2B Sales Prospect on the First Discovery Call | March 29, 2017 5:00 AM |
6 Helpful Sites to Research a Prospect Before a B2B Sales Call | March 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 |