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

    Salesfish Prepare Prior to Meeting with a Client in a B2B Selling Situation flickr cc credit DamnitDylan

    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 Rothaar

    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
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    Welcome to the ultimate blog (B2B brand marketing and B2B sales agency) serving San Diego, Orange County, Los Angeles, San Jose, Sacramento and the Pacific Northwest, as the most strategically biased Marketing and Web Design Agency.  We gladly serve California 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.

    SalesFish Brand Marketing & Sales has served the San Diego business community for over a decade as a leader in San Diego B2B Marketing, Interactive Marketing, Web Design and Digital Marketing.

    “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 Services agency, look no further.

    Welcome to San Diego’s premier Marketing, Digital Marketing, Web Design and B2B Marketing Agency serving as the most strategically biased Marketing, Digital Marketing and Web Design Agency.  We gladly serve San Diego County and all 50 United States.

    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 San Diego business community for over a decade as a leader in San Diego B2B Marketing, Interactive Marketing and Web Design.

    With San Diego 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” B2B marketing and sales agency, we offer incredible ROI for our clients.

    What differentiates SalesFish from other San Diego B2B Marketing, Digital Marketing, and Web Design Agencies is our FULLY integrated marketing and sales model.

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

    We know of NO other Marketing, Interactive Marketing, Web Design and B2B Marketing Agencies serving the San Diego area that makes such outlandish claims.

    How can SalesFish Brand Marketing and Sales make such boastful claims?  As Sales, Web Design and B2B Marketing Agencies go, we also offer B2B Telesales, B2B Telemarketing and B2B Sales activities. That’s right, we actually 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.

    San Diego B2B Marketing, Web Design, Digtial Marketing and Sales NET of Services:

    • Market Research and Strategic Marketing Planning
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    • Media Planning and Media Buying
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    Stay tuned! We at SalesFish Brand Marketing & Sales, B2B Marketing Agency, Advertising Agency, Interactive Agency, Digital Marketing, 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.