B2B buyers look for the least risky solution, not the best one. Gartner found that 74% of buying teams hit unhealthy conflict during the decision. This article names the four fears that turn up at the Buyers’ Table, explains what a Fear Buster actually is, and shows one step of a sales process with Fear Busters built in.
Today I was reading the blog post by Sam Richter on Jill Konrath’s blog about sales intelligence. It reminded me about all the time I devote to researching prospects. I’ve been asked before what I do to prepare for a call, so I thought it would be helpful to document some of the searching that can help you get your foot in the door. Afterall, sometimes getting that first contact is the hardest part! See some of my advice on prospect research below. The goal is to send off or call with the most high impact outreach possible.