Often you and the whole team are totally focused on the great advantages that you provide with your products and services. You consistently make a rational case for the sale of your products, unaware that 99% of buying decisions are made on irrational, emotional bases, led primarily by fear of making a bad decision.
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.