With all of the information that is available through the internet and trade publications and various other sources there should be no such thing as a cold call. Having a disciplined approach to researching and preparing for sales campaigns and calls should be an integral part of every sales organization.
- Analyze company website
- Read the annual report
- Read the management overview
- Identify corporate goals & objectives
- Build your strategy to complement the corporate strategy
- Look for auditors for potential networking opportunities
- Read the trade press
- Become familiar with industry issues
- If you read about a potential customer in your territory call them
- Exploit customers’ 15 minutes of fame
- Get to know complementary vendors
- They often have many contacts in accounts
- Your solution can help them to sell their products and broaden the solutions that you bring to your customer
- Network
- You know a lot of people – there is mutual benefit in talking with them
- People generally enjoy being able to help others – just ask
- Always follow through on all networked leads
- Be resourceful and be prepared
We can help you to implement a strategy for your sales team to identify and leverage the optimum information sources to increase their sales effectiveness.