Are you researching your inbound prospects?
Do you reach out immediately to strike when the iron is hot?
Do you research the company so you can put your best foot forward?
You should be doing both!
Here is a list of things you should be checking into before reaching out to learn more about your inbound prospect.
- Look up the company persona: what do they do? What do they offer? Who are their customers and what value do they provide?
- What is the size of the company? This will give you an idea of what kind of sales cycle you may be dealing with. Larger corporations tend to have more departments involved, resulting in a longer sales cycle. Be sure and ask what their time frame is for making a decision, this will give you an idea of whether or not they are moving quickly in their research phase.
- How is the company doing? Are they on a growth path? Are they hiring? Did they just get funded or just release an IPO?
- Does the company fit your ICP? Can you give examples of other companies similar to this one that you have helped?
- Is the contact that reached out on Linkedin? Do you have anything in common with them? Some of the same connections? What is their title? Are they a decision maker? How long have they been at the company?
If you can find out all of this information and formulate a profile of the lead quickly, the odds of you starting a positive conversation toward a business relationship increase dramatically.
Lead411 is the perfect research platform when you need information to help your inbound sales process. You can find all of the above information in one location, and our data is accurate and re-verified on a regularly scheduled basis so you can be confident in your next communications. Get a personalized product tour today so you can be prepared when the next qualified prospect comes in.
Recent Posts
Sales Tactics: Is Cold Email Spam? A Comprehensive Guide to Cold Emailing that Works
Cold emailing is a strategy often used to reach out to potential customers or clients who have had no prior interaction with your business. But this approach raises a crucial question: Is cold email spam? Understanding the nuances of cold emailing can help you harness...
Exposed: The Shocking Truth About Customer Service (Zoominfo – Apollo.io – Lead411) – Who’s Leading and Who’s Failing?
Customer service in the B2B data field is critical due to the complex nature of the products and the strategic role they play in business operations. Efficient customer service ensures that users can fully leverage the data solutions provided, leading to better...
Switching from (ZoomInfo or Apollo.io) to Lead411: What to Expect
If you’re considering a switch from ZoomInfo or Apollo.io to Lead411, understanding what this transition entails and how it can benefit your organization is crucial. Here's a comprehensive look at what customers can expect and the crazy benefits they are seeing when...