Women in Sales Blog

Oh the things we could accomplish with getting back the time spent on prospecting research...

Posted by Ali Powell on Sep 16, 2016 1:38:31 PM

Time. We only have so much of it in a day. What we do with the time in our workday is important.

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Topics: sales prospecting, precall research, research in the sales process, smart research, prospecting research

How Sales Reps Can Use AngelList for Research and Setting Up Alerts for Trigger Events

Posted by Ali Powell on Jul 16, 2015 12:40:00 PM

I got an email from AngelList Talent today (it was in my spam box). I deleted it and then quickly went back to my trash folder. 

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Topics: sales tips, sales prospecting, trigger events, precall research, research in the sales process, smart research, startup marketing, saas sales, selling using trigger events, sales research

How to do Really, Really Useful and Valuable Research on your Leads in the Sales Process

Posted by Ali Powell on Nov 26, 2013 9:44:16 AM

Every sales rep should be doing research on their leads. When you get an inbound lead, when you source a lead, when you get a lead through a trade show or event...I don't think it matters where it is from but you should be noting certain things before you pick up the phone. Smart research is the most important part of your prospecting and outreach. If you don't do smart research in the sales process you are less likely to actually get the chance to help that company. If you arm yourself with research you will have a good reason to reach out. 

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Topics: sales process, smart prospecting, precall research, smart sales, research in the sales process, smart research

How to do Pre-Call Research before you Start to Prospect

Posted by Alison Powell on Oct 31, 2013 9:44:00 AM

Anyone can pick up the phone, dial a number and hope for the best. You have to have a little bit of guts and maybe a script but people do it everyday, all day. The thing that will differentiate you from all the other sales reps calling your prospect is how much research you have done. A sales person who does research before they pick up the phone is the type of sales person that your prospects would like to talk with. Research in the sales process is essential as more and more buyers are tuning out your messages. If you don't do research before you start prospecting a company, you will be less likely to get through to them.  If you can't even get through to your lead for a first conversation, you will most likely convert less leads into opportunities. That means that your opportunity to even try to sell to someone is cut from the start. You are not setting yourself up for a smart sales process if you don't do research. 

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Topics: sales skills, sales tips, sales process, women in sales, precall research, research in the sales process

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