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RAB Research Archive

4 tips for pre-call sales planning



If you consistently sell to the same decision-makers, make assumptions. Assume that they have similar objectives and face similar challenges as your existing clients. For example, most marketers today are under intense pressure to bring in more high quality leads or to justify their marketing spend.

If you typically sell to certain industries, immerse yourself in them. Join their associations, attend their meetings, get their newsletters and dig into their websites. Another great resource for learning more is via LinkedIn groups. You'll find groups focused on certain industries as well as job positions.

Prep some questions ahead of time to ensure you learn what's top-of-mind for your prospect. Use your assumptions and what you've learned in your immersion as a starting point. When you actually meet with prospects, you'll want to find out their perspectives on these important topics.

Don't be afraid of not knowing everything. No one expects it. They just want you to be knowledgeable and show you've done your homework.

Source: Sales speaker/author Jill Konrath





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