In the past, we have discussed list cleansing and enhancement. We’ve espoused the importance of these processes. But now, let’s talk a little about how these processes work: how do you qualify and research your sales contacts.
Let’s set the scene; you’re a salesperson on a mission, and you are moments away from landing a big sale. You just need to get the contact on the phone. Here is a conversation that happens hundreds of times a day between B2B salespeople and gatekeepers:
Salesperson: Hello, I need to speak with the person who makes decisions regarding (fill-in-the-blank).
Gatekeeper: Do you have a contact name?
If your answer to that question is “no,” it is very unlikely you will get transferred to the right person, have them pick up, or have a great conversation with them. Most likely, you’ll get dumped into a generic voicemail box. Or maybe the gatekeeper will tell you “I can’t transfer you without a contact name.” Lesson: Before you dial, make sure you have done your research.
LinkedIn: LinkedIn continues to be the go-to social media site for professionals. It has become the most trusted social media network in the United States. While not the largest social media platform, it has over 720 million users. These users are more focused on business connections than other platforms. This means it is the best tool to qualify companies and/or contacts.
If you’re looking for the IT Director at a company with over 200 employees, simply do a quick Google search for: (Company’s name) “information technology” LinkedIn. More times than not, the top listing will be the contact’s LinkedIn profile. If it isn’t, you will at least have a result for someone in the IT Department that you can ask for by name.
Google: In the education field, it’s even easier to find contacts. Nearly every school district has an employee directory on their website. They list names, titles, direct lines or extensions, emails, and more. If you’re calling an IT department, simply Google: (School district, Company’s name) and the first search result will likely be a page on the district website listing all the district’s IT staff.
With enough practice, you will be able to complete these tasks on your own. However, this process can be overwhelming for you or your team. The Chameleon Group specializes in these areas. Contact us to learn how we can help you qualify and research your sales leads.
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