Telephone Sales: Get Insider Info on a Prospect Before You Call

By Dirk Zeller

Part of Telephone Sales For Dummies Cheat Sheet

Before you can make any sales presentation, you first need to know as much as you can about your prospects. No matter who the prospect is, get a leg up by using online sources to get to know them before you call:

  • Visit the corporate website. Familiarize yourself with the company’s products and services, senior management, mission statements, upcoming projects, recent news — and even contact phone numbers. Much of this information can be found quickly on a corporate website.

  • Google the company. Using Google or another search engine can bring up sometimes thousands of mentions of the company on sites that may give you a different perspective from the corporate site. You can also use Zoominfo or LinkedIn to get information on companies. And don’t overlook the lowdown from the company’s competitors!

  • Google your contact. The Internet holds valuable information about the individual you plan to contact at the company. You can gather both professional and personal details — both can help you sell.