Calls are tough.
Each call could always use just a little bit of extra research.
After reading these sales call tips, you’ll be significantly more informed going into the call while spending only moments in research. Here’s how.
Google News Search: Search the name of your company in a Google News search. Time: 12 seconds.
For example, Bunchball is one of my prospects. Another competitor of BunchBall, LevelEleven just received $1mm in funding. This is interesting news. It may not be valuable to your prospect but it doesn’t matter, just the fact that you showed your prospect you care about their industry separates you from others. See the results below and you’ll be able take 2-3 snippets of information that differentiates yourself.
Twitter Search: See what your prospect is saying OR see what people are saying about your prospect. Time: 10 seconds.
In the span of 10 seconds, I’ve experienced the BunchBall culture. Take a look at how much fun they had on Halloween. Also, they have a piece on them coming out on MSNBC soon. Rock on! All of this information is important to you as the sales rep because it shows you care about them.
Tip: If you have another 15 seconds, it’s worth searching the name of your prospect on Twitter as well.
Your Prospect’s Blog: The best way to find out what’s important to your company is reading their blog. You get to see who’s behind the organization here.
In BunchBall’s case, I can get into the mind of their sales engineer, Rob Mullany.
Your prospect’s company is shouting a message everyday they want the world to know. Here’s how you can listen to that message quickly and separate yourself from every other caller reaching out to your prospect. Through 30 seconds of research, you’ll be able to differentiate yourself from competitors and the hundreds of others calling your prospect.
photo credit: Plenty.r