Know-How Exchange : Strategy

Would you please give us a little more information to work with? What kind of business? Is it a new business or is it established in the market? Consumer or B2B? How are you defining "pre-sale"? Do you know anything about the purchase decision making process on the customer end? A little more detail about exactly what your problem is?

The Pre-Sell Question:
Yours is a common question. Last week I spoke to a group of young sales people on the same question.

I suggest you do G2 work on your prospect prior to making any call. Come to the introductory sales call armed with information and well crafted questions to clarify what you already know.

How do you get this information:
Business Directories - they have been around for ever and many are now on line. They list end product, number of employees, owner of the company, sic codes and tons of other useful information.

The internet - the easiest source for mid to large sized companies. Dont forget to look for quotes in trade publications and the company's own annual report.

Advertising information - this is often found in the lobby of the organization. A quick stop by for directions or to get the correct mailing address and whammo you pick up what they have out for their customers.

Referrals - there may be others who know about the organization or people within the organization. You can use things like www.linkedin.com to find friends of friends to help you.