Quick question, whats the difference between researching a prospect and procrastinating a sales call?
We’re huge nerds about helping sales reps do their jobs with a sense of empathy and context. But we also believe in the power of efficiency.
Too often, sales reps waste their time digging up esoteric facts and details they don’t intend to ever use. Research by itself is not “sincere selling” – it’s the application of contextualized information that builds trust and rapport. You don’t need as much information as you think you do – so don’t get caught in the quagmire of data.
Your background research should find 3 pieces of contextualized information, regarding either your prospect or the company, which actually you intend to use in an outbound phone conversation. Three bullet points, that’s it.
And it should be done in 3 minutes.
How can you do this? For starters, check out our JobChangeAlerts product (free & paid) and news engine. You can also use Twitter, LinkedIn, your prospect company’s webpage, and Google news.