Pre-sales research is what sales a professional should know before creating a customer needs analysis for a prospective client. Hear from a seasoned pro, C. Lee Smith, on this topic to make sure your team is set up for success.
Watch this video to learn:
- What is pre-sales research and how is it different than a customer needs analysis?
- What is the worst discovery question a salesperson can ask? What is the best?
- What else should every salesperson know about the prospect’s business before contacting them?
C. Lee Smith is the founder and CEO of SalesFuel, a Columbus, Ohio-based firm that leverages critical insights to enable the acquisition, development and retention of top employees and customers. He is the creator of AdMall, a sales intelligence system used by most media sales teams across the USA, and TeamTrait, a revolutionary new platform for developing high performing sales teams. He also created the SalesCred mobile app, which helps sales professionals earn trust with buyers by improving their credibility, mindset, sales skills, and pre-call research.