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

    Sacramento B2B Marketing, Web Design and Digital Marketing

    Welcome to the ultimate B2B marketing agency serving San Diego, Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest as the most strategically biased Search Engine Marketing, Search Engine Optimization, Digital Marketing, strategic Telemarketing Services and B2B Lead Generation Agency.

    SalesFish Brand Marketing & Sales has served the Sacramento business community for over a decade as a leader in Sacramento Marketing, Interactive Marketing and Web Design.

    “Most agencies’ stock-in trade includes ethnic humor, eccentric art direction, contempt for research, and their self-proclaimed genius. They’re seldom found out, because they gravitate to the kind of clients who, bamboozled by their rhetoric, do not hold them responsible for sales results.” –David Ogilvy

    If your company or organization is looking for a “disruptive” and results-oriented Marketing, Web Design, Digital Marketing and B2B Telesales and B2B Telemarketing agency, look no further.

    Welcome to Sacramento’s premier Marketing, Digital Marketing and Web Design Agency serving as the most strategically biased Marketing, Digital Marketing and Web Design Agency. We gladly serve Sacramento 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.

    If you landed on this page, we’re confident that your company or organization will find our Marketing, Digital Marketing, Web Design, B2B Telemarketing, B2B Telesales and Telemarketing model extremely compelling.

    SalesFish Brand Marketing & Sales has been serving the Sacramento business community for over a decade as a leader in Sacramento Marketing, Interactive Marketing and Web Design.

    With Sacramento businesses, SalesFish devotes itself to providing a return on investment (ROI) for every client every time. SalesFish’s brand promise is to Improve Your Net. Our promise holds up because as a “quantifiable” marketing and sales agency, we offer incredible ROI for our clients.

    What differentiates SalesFish from other Sacramento Marketing, Digital Marketing, and Web Design Agencies is our FULLY integrated marketing and sales model.

    As a world-class marketing and sales agency assisting Sacramento B2B organizations and all West Coast B2B companies seeking world-class B2B Marketing, Interactive Marketing and Web Design agencies, SalesFish Brand Marketing & Sales provides over 60 billion dollars in quantifiable sales for their Clients.

    We know of NO other Marketing, Interactive Marketing and Web Design Agencies serving the Sacramento area that can make such outlandish claims. Learn first hand what an elite Telemarketing Services team can bring to your B2B Lead Generation goals.

    How can SalesFish Brand Marketing and Sales make such boastful claims?  As Sales, Web Design and B2B marketing agencies go, we also provide B2B Telesales, B2B Telemarketing and B2B Sales activities. That’s right, we execute high-touch B2B sales activities for our clients.  Our clients appreciate the power we give them to completely integrate allowing for sales and marketing track ability, accountability and bottom line SALES.

    We know in a down economy, sales sell and clients look for returns on their brand marketing and sales investments.

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    Sacramento Marketing, Web Design and Sales NET of Services:

    • Market Research and Strategic Marketing Planning
    • Public Relations and Media Relations
    • Branding and Corporate Identity
    • Creative Design and Creative Writing
    • Direct Response and Advertising
    • Media Planning and Media Buying
    • Multimedia and New Media
    • Digital Marketing
    • Experiential Event Marketing and Event Management
    • Search Engine Optimization, Search Engine Marketing and social media marketing
    • Trade Shows, User Conferences, Road Shows, Sales Conferences, Workshops and Seminars etc…
    • B2B Telesales, B2B Telemarketing, Telemarketing Services, Sponsorship Sales and Exhibit Sales

     

    Stay tuned! We at SalesFish Brand Marketing & Sales, B2B Marketing Agency, Advertising Agency, Interactive Agency, Digital Marketing Agency, Web Design Agency, B2B telemarketing, B2B Tele-Sales and B2B Insides Sales thank you for joining us in the commitment to unwavering strategic B2B marketing and sales.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our B2B Telesales, B2B Telemarketing and Telemarketing services to your specific needs.

    B2B Tele-Sales, B2B Telemarketing and Strategic Telemarketing Services

    Welcome to the blog for SalesFish Brand Marketing & Sales 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 Sales activities?  YES! But you still commit 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 an organization to have strong internal marketing leadership and include strong sales acumen.

    Given that your organization has such strong leadership, then it is prudent to outsource your B2B Telemarketing, B2B Tele-Sales and B2B Inside Sales activities to a trusted B2B marketing agency partner. Learn first hand what an elite Telemarketing Services team can bring to your B2B Lead Generation goals.

    Carefully consider the decision to outsource and vet a qualified partner. Include a partner who is strategic in their sales approach and fundamentally understands integrated marketing.

     

    b2b-telemarketing-b2b-telesales-b2b-marketing-agencies

     

    Stay tuned for more relevant content on creating world-class B2B Telesales, 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.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our B2B Telesales, B2B Telemarketing and Telemarketing services to your specific needs.

    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

     

    Exhibit Sales & Sponsorship Sales

    Welcome to the SalesFish Experiential Event Marketing and Sales blog for California’s most strategically biased event planning, event management, event marketing, sponsorship sales, exhibit sales, and event marketing agency.

    We serve Sacramento, San Francisco, San Jose, Los Angeles, Orange County, San Diego, Portland, and Seattle. We are very much at home in 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.

    If you’re planning an experiential marketing event like a trade show, user conference, workshop, road show or sales event, you must decide how you’re going to SELL your event.

    If you’re a first time or fairly new event, how you sell is even more critical.  The old adage “Build it, they will come” does not apply here.  You must gain the trust of your target audience over time by giving them a world-class experiential event marketing experience.

    If you’re a new or mature event, tie your event to a worthy cause and give a portion of proceeds to that cause.  This is known as Cause Marketing.  Also, be prepared to give away landscape and opportunities to marquee brands and/or companies.

    Regarding audience acquisition, exhibit sales, or sponsorship sales, will you trust in your marketing by going it alone?

    It’s not a good idea to represent yourself when selling an event. There’s a reason Hollywood stars or professional athletes have agents.  It’s not for negotiation purposes but to reflect how special they are. An intermediary “brands” your event as special.

    This is our strong and strategically biased encouragement: Don’t go it alone when selling your event for audience acquisition, sponsorship sales or exhibit sales. Learn first hand what an elite Telemarketing Services team can bring to your B2B Lead Generation goals.

    Stay tuned for future relevant Event Planning, Event Management, Event Marketing, Exhibit Sales and Sponsorship Sales content.

    We at SalesFish Event Marketing & Sales thank you for joining us in our commitment to unwavering Strategic Event planning, Event Management, B2B telemarketing, B2B Tele-Sales, B2B Inside Sales, Sponsorship Sales, Exhibit Sales, Audience Acquisition, Brand Marketing and Execution.

    Great B2B Telemarketing is a MUST!

    Welcome to the SalesFish Brand Marketing & Sales blog for California’s most strategically biased B2B Telesales , 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 Telesales or B2B Inside Sales activities? YES! But you still must commit yourself to the process of integrated marketing with your B2B Telemarketing, B2B Telesales and B2B Inside Sales activities.

    Outsourcing your B2B Telemarketing, B2B Telesales and Inside Sales activities requires that an organization have strong internal marketing leadership and sales acumen.

    Given that your organization has such strong leadership, it is prudent to outsource your B2B Telemarketing, B2B Telesales and B2B Inside Sales activities to a trusted B2B marketing agency partner.

    Carefully consider outsourcing and vetting a qualified partner. Include a partner strategic in their sales approach with 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 Telesales, 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.

    Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our B2B Telesales, B2B Telemarketing and Telemarketing services to your specific needs.

    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