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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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