Target Prospecting
Focused demand generation into the companies you want the most.
Many times, a sales professional starts a prospecting relationship in the dark. They may know what they have to offer, but have no idea if the prospect is in need of such services or products. Many demand generation companies create leads, but don’t give control to the sales person themselves on what companies to target for leads.
Imagine speaking with a prospect, already knowing their specific needs and having a clear understanding of what it will take to win the sale – while your competition is still struggling to determine the best person to talk to. Target Prospecting delves into the companies you wish to reach, speaks with the decision makers, and determines their level of interest in a new solution.
Primary Intelligence offers two versions of our Target Prospecting solution: Standard and Light Edition (LE)
| LE | Standard | |
|---|---|---|
| Most important features/functions | X | |
| Purchase timeline | X | X |
| Decision making processes | X | |
| Current and desired solutions | X | X |
| Competitors’ history with company | X | |
| Current satisfaction level | X | X |
| Vendor change factors | X |
Target Prospecting LE
Cost-Effective Demand Generation
Target Prospecting LE gives you the basics for what it takes to start a new sales relationship. You will learn:
- The timeline a prospect has before a new purchase would be considered.
- The current solution they are using and what their preferences would be for an ideal replacement
- Their satisfaction level with their current solution
This information lets you know which targeted companies are ready for your call, and which can wait for a future contact, thus helping you maximize your time speaking only with those that are ready for your message.
Target Prospecting – Standard
The Standard version of Target Prospecting provides full, robust information on the situation and desires of targeted companies.
Target Prospecting will give you in-depth information, including:
- The most important features and functionality in the mind of the decision maker
- The steps that are important in the decision-making process for the target individual
- The timeline a prospect has before a new purchase would be considered.
- The history competitors have within the company.
- The current solution they are using and what their preferences would be for an ideal replacement
- Their satisfaction level with their current solution
- The factors that would determine if the target would change vendors
With this information, you weed out the low-hanging fruit from the long-haul prospects, giving you the call priorities and techniques you should use when approaching each one.