Some of the key insights provided by these business leades include:
- Knowing your customer's individual business and their vertical on a much deeper level than before is critical to establishing credibility and persuading them that they should even enteratin listening to you.
- You need to discover where your customer is "hanging out" (e.g. what professional or industry networking groups they frequent) and engage with them there - often providing input and insights without the prospect of immediate return.
- Given the ever decreasing amount of face time a sales rep is getting with a prospect, the ability to add value during those interactions is an increasingly key differentiator.
- Moving with speed is vital but you must first be able to select the targets you have the greatest chance of winning and over-resource them.