5 Places to Research for Sales Prospecting

Source
Gabrielle Hughes
Content Marketing Manager

Before you jump on a call or send an email to a prospect, it’s always a good idea to do a bit of homework.  In the world of sales prospecting, researching can be made easy if you check out these places:

Social Media

LinkedIn

If you’re in sales, chances are you’re spending more time on LinkedIn than any other social media network. You can easily conduct sales prospecting and collect valuable information from individual profiles. This includes:

  • Experience at their current job, including day-to-day duties and/or major projects they’ve worked on.
  • Experience at their former jobs, which allows you to tailor your messaging around their career history.
  • Shared connections who can serve as both a referral or simply an icebreaker.

Twitter

Twitter is a great resource to see what’s going on with both your prospect and the company they work for. Based on articles they’ve recently retweeted or issues they’ve posted about, it only takes a few minutes on your prospect’s Twitter profile to get a sense of what they’re interested in. Or, check out their company’s page to see what kind of content and messaging they’ve been promoting.

Facebook

Even though it’s considered more of a personal social network, Facebook also offers a glimpse into both prospect and company. On the sales prospecting front, you can check out their Facebook profile to pick up a few personal tidbits about them, which can be naturally woven into a conversation. You can also check to see if they have mutual friends, which can be a conversation piece – and, depending on your relationship with them, they may even serve as a referral. As with Twitter, a company’s Facebook page allows you to determine the types of content they’re sharing and who’s interacting with it.

Press and Media Releases Pages
Your prospect’s company website is often a treasure trove of valuable insights. Of these, press and media pagesoffer major announcements (leadership changes, product releases, special events, customer stories, etc.) that can easily be interjected into a conversation.

Google Search Results

Most people’s automatic response to learning more about someone or something is to conduct a Google search. Simply type in a company name to see what information on the Internet is available or bring up any news stories that might not have appeared on their press page. If you’re Googling a prospect, you can search their name in quotes to surface any information that might’ve fallen through the cracks.

Marketing Automation Systems

You may be researching a sales prospect that’s brand new to you, but you might not be so new to them. As soon as you’re assigned a new prospect, you should always search the prospect’s name in your marketing automation system. This will turn up any existing contact records or interaction history, and you may even find that your buyer knows a lot more about your product than you originally thought.

CRM

Along with your marketing automation system, your CRM is there for a reason. This customer relationship management tool was made to highlight any past or ongoing sales prospecting interactions, ensuring that you have smooth transactions going forward. Some CRMs allow you to research your prospect with little to no effort. For instance, by simply hovering over a contact’s name in Gmail, the ProsperWorks’ Chrome Extension populates everything from job title, contact info, location, company name, and social media profiles, all without ever clicking your mouse.

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