Efficient B2B Sales Account Research Tip

Before you make that first call, you need to understand the problems that the prospect faces that you can solve.
This B2B Quick Tip shows you a very efficient way to do account research on a prospects web site.

Most reps start working their way around the web site visiting pages like the: “News”, “About”, “Product” and “Management” trying to understand a bit about the account. For a much more effective way to get information, try using the Google “site” search operator to zero in on exactly what you want. Here’s a couple of examples:

1)  To Look for the names of Execs with a specific title

Use the Google command:
Site:http://www.nameofprospectssite.com “vp sales”
OR
Site:http://www.nameofprospectssite.com “vp engineering”

Use any title that makes sense and this will return any reference on the site to that title.

2) To see if they use a specific technology

Use the command:

Site:http://www.nameofprospectssite.com “nameoftechnology”

3) If you want to know if they face a specific challenge such as tanking revenues

Site:http://www.nameofprospectssite.com “quarterly loss”

4) To see if they make a specific type of product

Site:http://www.nameofprospectssite.com “system” OR “instrument” OR “tool”

To look for an event that provides an opportunity for you to sell, try:

Site:http://www.nameofprospectssite.com “recall”

OR

Site:http://www.nameofprospectssite.com “new facility”

–Good Selling

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