The recent CCS® Index showed that 53% of sellers are guilty of “winging” sales calls. Most everyone had been guilty of not doing their due diligence before going to make a sales call.
Activities that should be done as part of pre-call planning would be:
- Visit to the prospect’s website to get a sense for what type of company it is.
- If calling on an executive, check his or her bio on the website to understand their background and areas of responsibility.
- Check social media channels to learn more about the buyer.
When calling on a prospect for the first time, Read more