By Michelle Richardson / Vice President of Sales Performance Research
Pre-sales call research is crucial. Gathering information about potential customers, their company, and their needs helps sales professionals tailor messaging and anticipate customer objections.
3 Best Practices for Pre-Sales Call Research:
- Gather as much relevant information about prospects as possible before making a sales call.
- Research decision-makers within the business as well as other stakeholders and their roles.
- Use research to anticipate objections and prepare counter arguments and potential solutions.