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How to research on your C-level prospects in no time

How to research on your C-level prospects in no time

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.

Download the free trial version and try it yourself.

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How to Do Prospect Research – For Better Sales Calls and Improved Conversions

How to Do Prospect Research – For Better Sales Calls and Improved Conversions

Nishi Kanth

Nishi Kanth

Product Marketing Manager and Prospecting Expert at eGrabber Inc
I am an expert in social lead generation and social media prospecting. I use and market tools and can help sales and marketing professionals in targeted prospecting for improved responses and conversions.
Nishi Kanth

In our last blog, we saw how you can leverage social networks to identify and contact C-Level decision makers in your prospective companies. You saw a few techniques on how you can leverage LinkedIn to establish an initial contact and thereon continue the dialogue over your prospect’s business email.

Let us now try and understand what you need to do once your prospect is ready to hear your proposition. One of the most common mistakes that sales professionals commit is to try and make every sales call the same. We must realize that your prospects may be similar, but are not the same. Hence every sales call you make needs to be different and tailor-made to the individual needs of your prospect. The end objective of any sales call is to propose a solution that the prospect wants, but not the one that you have.

Follow these simple steps to make your sales call a worthy one.

Know Your Prospect

One of the key steps in sales prospecting is to gather as much information as possible about your prospect. You need to get a 360 degree view of your prospect, the industry they operate in, their target customers, their possible business challenges, their growth plans and so on. By being well informed of the prospect, you have better chances of having the prospect hear you better. A few places where you can find some information about your prospects are being presented below. This is not an exhaustive list, but a good starting point, for sure.

Research The Company

Company website – You need to understand your prospect’s line of business, what is their business objective, what could be their biggest challenge and what is their value proposition to their customers, and how you will contribute in helping them achieve their business goals.

Examine who their customers are, what problem of their customers are your prospects trying to address, and how can you help them in solving those problems. By having all this handy, your sales call will turn out to be more of a requirements gathering meeting than a typical pitching.

Research the Professional Side of the Decision Maker

LinkedIn profiles – One of the key forums that sales professionals need to leverage in a B2B prospecting framework is LinkedIn. A LinkedIn profile will tell you what kind of a person your prospect is. Read through the profile. Observe the groups subscribed to; read the discussions where you see some participation, see if you have some common connections who can write a nice line about you even before the meeting. Examine if your prospect is asking questions pertaining to some challenge and if you can solve that challenge. All these small things make you more familiar to your prospect even before the call. You would have figured out your call opening statement.

Research the Personal Side of the Decision Maker

Blogs– Sales prospecting can be more meaningful when you also know what kind of a person your prospect is. If your prospect is a blogger, it is worth spending time reading through those blogs. The choice of words will give you an idea on how you should moderate the call with your prospect. If the content is extremely professional and brief to the point, you should adopt the same strategy during your call / meeting. If you find liberal dosages of humour, you can adopt a more friendly approach. A nice way to start the conversation would be to congratulate your prospect for a recent achievement.

The Smart Way

We have a fantastic prospect research tool – eGrabber eMail Prospector – that will get you the business information about any prospect from any nook and corner of the Internet. The best part about this is it can get you the business email and phone of the prospect in a jiffy. This means your time to research and search for information about your prospect is significantly cut down and you have more time to focus on preparing for every call.

Experience the tool

In a nutshell, research well, talk to your prospect in his language and make “prospect research” a part of your working style. Believe me, your prospects will enjoy talking to you and your sales become a cake walk.

Happy Selling!!

Download your free trial here:- eMail Prospector

About MeI am passionate about helping clients in building a workable prospect funnel. I can help people micro target and gain better results of the campaigns. I have experience across the entire breadth of sales and marketing functions. I use a combination of time tested and disruptive methods to increase the lead funnel of any organization.

 

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