Latest posts by Premanand Arumugam (see all)
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A sales person who is uninformed about the prospects' business/industry cannot address their problems effectively. This makes ‘Prospect Research’ an integral element of sales prospecting.
How would you react if you were a C-level executive and a sales person, with inadequate knowledge about your business, approaches you with his product or service? Would you politely encourage him to go ahead or try to get rid of him as quickly as possible? Will you have the confidence that the sales person will help you address your problems?
The chances are very less. Right?
This is what your prospects, especially C-level executives, will go through when you go unprepared to meet them. They are very time conscious. They seldom have time to educate you about their business and teach you about its intricacies for about 30 minutes and then allow you to offer a solution. You got to be spot-on with these people.
All your prospect would like to hear from you is a solution to address her problems and more ideas & suggestions to improve her business. Studies also indicate that unprepared sellers are the number one factor that dissuades buyers. So, it is very important for sales folks to research thoroughly on a prospect before they make the first contact.
Prospect research online might sound easy, but it is a laborious process; especially for C-level prospects, it gets even worse. You got to manually perform intensive searches and researches on the Internet to find the details about your prospect – contact details such as email, phone, social media profiles, etc.; company details such as industry, revenue, employee count, etc. You need to manually visit various websites and social networking sites to get these details and you have to repeat this process for every prospect.
Suppose, you have a list of 1000 prospects, imagine how much time it would require you to get these details and then work on them. This is where a prospect research tool such as Account-Researcher can be handy. With just the name and company name, Account-Researcher helps you to research on your C-level prospects in no time.
It helps you find email & phone of your prospects, find decision makers and their contact information, get talking points from various sources such as blogs, news, press releases, etc. It also provides various research links that will help you get more information about your prospects. You can be well informed about your prospects and their businesses in no time.
Account-Researcher helps you to find the right information about your C-level prospects including their contact information and enables you to reach them instantly.