Deepen Your Prospect Knowledge

Exactly how well do you really know the very people you are trying to sell to?  If you can't put yourself in their shoes, you don't know them well enough.  It's called empathy.  It's hard for sales people to be empathic when they've never played the role of the person they are expected to interact with.  No ... we don't want to turn sales folks into CFO's, for instance, but if the CFO is the decision-maker, they must be able to have an intelligent conversation with them addressing their issues in a language that they understand.  Here's a link to a potential solution for B2B sales people:

Executive Link - Vertical-Specific, Role-Specific Intelligence

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