From the course: Sales Discovery
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The importance of research
A few years ago, I was reading an article about some new software that I thought might be a good purchase for the team I worked with. After completing an online form, I received a call from a salesperson. We exchanged pleasantries, and then he asked me what industry my company was in, where we were located and what my title was. I was a bit taken aback because that information I'd already provided online. I was a legitimate lead, and this salesperson should have done their research before our call. Knowing your audience and doing some investigative work about your lead is an essential part of prepping for the discovery call. It's a critical step that sets the foundation for a successful meeting. It's not only a great indicator to your bar that you've done your homework, but it will enable you to ask more informed questions and not waste valuable time getting details you could've easily learned beforehand. There…
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