How Do You Prepare Prior to Meeting with a Client in a B2B Selling Situation?

    Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Marketing Agency, telemarketing services, telemarketing companies (sales agency) and digital marketing companies, serving Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest (Bend, Portland, Seattle). We gladly serve California and all 50 United States!

    By James RothaarSalesFish B2B Sales How Do You Prepare Prior to Meeting with a Client in a B2B Selling Situation

    If you were to ask five successful sales professional the same question, would their responses be similar? We were curious to learn how these sales pros prepare before going out and meeting with clients and prospects.

    While the responses from the sales professionals were unique, the replies to the question did contain some similarities. Four out of five indicated that they do have a specific research methodology. All of those who do research on clients and prospects use the Internet and social networks as part of their research process.

    So, we asked this question in our Top Sales Professional series,

    What types of research do you require your staff to do prior to meeting with a client or prospect?

    William L. Sgro, Director of National Accounts, EcoEngneering

    “Our sales reps are expected to develop as much information on the clients –their primary activity; whom they may be doing business with currently; their expectations; their financial stability; their performance; and who are their main competitors. Do they have a competitive market advantage? Have they undertaken energy conservation programs previously? The intent is to leave no questions unanswered

    Tom Elmer, VP of Sales and Marketing, Pixcara Studios

    “Because this company sells YouTube videos, we always look at a company’s website to determine if it is currently using any video marketing. We also Google the company and check out all of the company’s social media channels if they have any. We also check out the company principals’ personal profiles on LinkedIn.”

    David Sonné, retired telemarketing and sales executive, and trustee of the Jack Oakie and Victoria Horne Charitable Foundation

    “None whatsoever. I want the playing field to be even. Any advance knowledge or information I gather could be hearsay or rumor. If, of course, I know that my prospect has been married seven times then I probably wouldn’t ask why there are photographs of 17 children on his credenza … well at least not during our first visit. I prefer to meet with and listen to my prospect and draw my own conclusions.”

    Kurt Gairing, Account Executive, Fontis Solutions

    “I find out as much as humanly possible about a client or a prospect. I go online and read about the company. I go to LinkedIn and read about the person I am going to meet. I asked around the office if anyone has done business with the company or the individual. Hell, I even go on Facebook to see what else I can uncover to get to know someone better.”

    Scot Smith, Co-Founder of RetailPropeller.com
    “We do and we don’t research prospects. We have an application that wholesalers complete that tells us if they’re a good fit or not. Our marketing funnels tell us a lot about a prospect before they reach out to work with us. Retail accounts take a little more research, but I like to do the majority of that side-by-side with my prospects like the business partners that we are. It’s a mistake to go into a meeting with too much research, because you never really know what pieces and parts are truly applicable.”


    Stay tuned for more relevant content on creating world-class digital marketing strategies and B2B telemarketing sales strategies. We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our marketing and sales tactics to your specific needs.

    SalesFish B2B Telemarketing Services

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales

    Business to Business Telemarketing

    Welcome to Salesfish Brand Marketing & Sales, the most strategically biased B2B Telesales, Business to Business Telemarketing Services, B2B Inside Sales Agency and B2B Marketing Agency serving Sacramento, San Francisco, San Jose, Los Angeles, Orange County, San Diego, Pacific Northwest (Bend, Portland, Seattle) and all 50 states.

    What is Business to Business Telemarketing?

    Simply put, it’s one company selling to another company.

    The dynamics and nuances in B2B telemarketing vs. Consumer Telemarketing are very different. It requires a more sophisticated approach, or what we call at SalesFish a “high touch” approach.

    Today’s business professionals are saturated with information, e-mails and vendors looking to sell their wares. This makes it even more critical for the sales professional to be prepared.

    Business to Business Telemarketing

    Your company and whatever product or service you’re selling must have a strong “value proposition,” one you can pitch in seconds, not minutes.

    It also requires pre-call planning so that you understand who you’re calling on and why they might specifically need your product or service. No business professional has time to listen to an unprepared business to business telemarketing sales agent babble or “data dump” on them.

    We found that 90% of the time if you show respect for a target prospect’s time and are prepared to reflect the value proposition and benefits of your product or service in less than a minute, you earn the right to continue the dialogue with your prospect.

    Real professionals do not like sloppy business people who don’t come to the call prepared. People buy from people they like and respect.

    Stay tuned for more relevant content on creating world-class B2B Telesales, Business to Business Telemarketing and B2B Inside Sales strategies. We at Salesfish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution. Call today and our “high touch” dedicated team will assist you in assessing your strategic sales goals and how our B2B Telesales, B2B Telemarketing and Salesfish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales

    B2B Tele-Sales & B2B Telemarketing Services Agency

    Welcome to the SalesFish Brand Marketing & Sales blog for California’s most strategically biased B2B Tele-Sales, B2B Telemarketing, B2B Inside Sales Agency and B2B Marketing Agency serving Sacramento, San Francisco, San Jose, Los Angeles, Orange County, San Diego and all 50 United States. Partner with a client centric B2B Market Agency that puts skin in the game… from strategic Telemarketing Services to Experiential Event Marketing.

    In today’s virtual Sales 2.0 world does it make sense to outsource your B2B Telemarketing, B2B Tele-Sales or B2B Inside Sales activities?  The answer is YES although you still must commit yourself to the process of integrated marketing with your B2B Telemarketing, B2B Tele-Sales and B2B Inside Sales activities.

    Outsourcing your B2B Telemarketing B2B Tele-Sales and Inside Sales activities requires that an organization have strong internal marketing leadership; to include strong sales acumen.

    Given that your organization has such strong leadership, then it’s prudent to outsource your B2B Telemarketing, B2B Tele-Sales and B2B Inside Sales activities to a trusted B2B marketing agency parnter.

    Carefully consider the decision to outsource and the vetting of a qualified partner. You must include a partner who is strategic in their sales approach.  They must also have a fundamental understanding of integrated marketing. Learn first hand what an elite Telemarketing Services team can bring to your B2B Lead Generation goals.

    Stay tuned for more relevant content on creating world-class B2B Tele-sales, B2B Telemarketing and B2B Inside Sales strategies.  We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.