Whether a new company has shown interest in your services (inbound) or is being targeted for a sales campaign (outbound), you need to do your research so you can engage in a constructive conversation that is most likely to result in a closed won sale.
Unfortunately, a lot of salespeople try to push their product or service offering without taking the time to build a solid understanding of who they are selling to, and how their offering aligns with their goals or immediate needs. This is a big mistake. A prospective buyer will likely have little to no interest in working with you if you sound uninformed.
By completing this checklist, you’ll ensure that you have taken the necessary steps to research a prospective company and gain a well-rounded understanding of the value you can provide them as they look to grow their organization.
This is simply a pre-requisite for a successful sales call.
Let’s get going.