Effective & Efficient Client Research

Enter important sales conversations knowing more about the customer and better prepared to create value. Participants learn what intelligence to gather, where to find it, and how to turn research into credibility, better questions, and stronger sales strategy.

PROGRAM OVERVIEW

How to Do Effective Client Research teaches salespeople to make client intelligence a normal part of selling rather than extra work performed only for major opportunities. Participants examine the information customers expect credible salespeople to know, including changes, priorities, technology, goals, and the broader business environment. They learn to use public information, client coaches, and High Impact Questions to build understanding. Participants should expect a disciplined approach for improving preparation, credibility, call quality, strategy, and the ability to bring relevant value.

SKILL & OUTCOME DEVELOPMENT

Apply research to stronger conversations value creation and opportunity strategy

Use public sources client coaches and customer questions to deepen intelligence

Identify the information most important to sales-call preparation

Research the customer’s business industry priorities and changing environment

TARGET AUDIENCE

Sales, Bus Dev Reps

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