Category Archives: Sales Call Preparation
Preparation is a no-brainer when thinking about ways to improve the progress and outcome of sales calls. But, just saying preparation is important does little to make it happen. It helps to address the many ways salespeople can prepare effectively.
It’s important to familiarize yourself with the client’s industry and then, specifically, with the company you’re targeting. Have they been engaged with mergers and acquisitions as a growth strategy? Do they have new leadership? Have they changed strategy recently?
If the answer is “yes” to any of these scenarios, you can expect that people throughout the organization, from leaders to individual contributors, will need to begin to do things a little differently. So, for Richardson, in the area of sales training and effectiveness solutions, you can begin to drill down into whether they have the skills and abilities needed to align themselves with achieving the new goals and objectives.
This approach is not specific to the training industry. The same kind of preparation is necessary in any industry so that salespeople can demonstrate their understanding of the business in customer dialogues.
Among the tools I use to dig into the information I’m searching for are websites, such as Hoovers.com or the company’s own site. Search engines help me find information on specific terms, people, and companies. Also, LinkedIn is always a good resource to find out about the people attending my next meeting.
Another tool full of useful » Continue Reading.