Sales Prospect Research: Are You Doing Enough?
In a world where personalization and understanding the needs of potential customers can significantly improve close rates, cycle lengths, and deal sizes – you'd think sellers would spend sufficient time researching prospects before reaching out.
The sad reality: the majority of sales reps begin their prospect research 15-20 minutes before the initial meeting.
In this episode of Closing Time, Justin Fite from J3 Consulting aims to shift this trend and shares a new method for sales research, one that involves interviewing individuals in the exact roles of your ICP.
He also explores how sales and marketing teams can collaborate to identify ideal targets and how sales reps can leverage this knowledge to maximize their opportunities.
Want to better align your go-to-market teams? Get a demo of Insightly's CRM today: https://bit.ly/3sITbqV
Connect with Justin Fite:
/ justinfite
Connect with Chip House:
/ chiphouse
00:00 Introduction
01:24 Sales Research (or Lack Thereof)
03:46 Understand Buyers on a Deeper Level
07:54 A New Approach to ICP Research
11:20 Aligning Go-to-Market Teams
12:54 Conducting the Research: 3 Questions
16:04 Enabling Sellers with Research
#salesresearch #prospectingtips #marketresearch
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