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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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