6 Facts About Prospects B2B Reps Should Uncover Before Calling it might be time to reexamine your prospecting strategy.
Introduction • Collecting a bit of data on target prospects and accounts can do wonders with: Building lead lists Qualifying leads Identifying key decision makers Having meaningful conversations
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Time Zone • Staying aware of your prospect’s time zone helps in: o
Performing better job of prioritizing when to reach out to each new prospect.
o
Reach them when they’re ready to chat about new opportunities.
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Purchase History • Make sure to see whether their company has done business with yours before. If they have, it is often a lot easier to keep the prospect on the line or get a call back.
• Sneak whether any of your sales force chatter has been in touch with the prospect previously.
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Company Revenue
• Gathering information regarding company’s revenue prior to calling helps in: o Identifying whether they have enough budget for your solutions.
o Saving time and reach more potential prospects.
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Company Funding History
• As funding is an important trigger event its viable to know the company’s funding history before calling.
• Its just another point to assess whether the company has budget enough to spend on your solutions.
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Industry • This may sound like common sense, but researching a prospect’s industry before calling can give you a powerful advantage over sales reps that cold call without this knowledge.
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Presentation By International B2B Marketplace
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