To be “sales intelligent” you need to be able to answer all
the critical questions about your major customers’ business. You need the
answers to who they are and who they serve, what they produce, why they exist,
where they operate, and when they need your services. It is all about
thoughtful and thorough strategic account planning...the process that can make
the difference between sales success and failure.
Do the research using all the tools at your disposal.
Certainly the internet is a resource you should tap. Explore your customer’s
web site to learn how they define themselves and their business. You can also
learn about their competitors this way. Then pick up the phone and call your current
contacts to fill in the blanks. You need to have an accurate map of who the
decision makers are within the account and how their success is measured. For
additional background, take advantage of sales intelligence programs.
The more you know about your customers and the industry in
which they operate the closer you will be to a successful, productive
relationship.
No comments:
Post a Comment