January 9th, 2024

Looking for ways to research a customer? 

You’ll likely make more progress if you stop thinking like a salesperson – and start thinking like a buyer. 

One of the quickest ways to learn more about an organization is to have them sell to you, which is exactly what I do on highly strategic accounts. Before I start networking and navigating and doing my research online, I like to do an inbound lead request where I’m presenting myself as someone with curiosities about their company, so that a sales rep will contact me. 

By having that sales call meeting, I probably will learn more in 15 minutes about this organization than I would over several hours of research online. Beyond that, it is much easier to ask a product expert all your burning questions than it would be to go digging through their website or social media profiles. A subject-matter-expert will also be able to provide insights into upcoming developments for their employer that may not be reflected online – such as regional expansions, new product releases or future priorities.

Researching a customer is an important part of the sales process, so using every tool and opportunity at your disposal just makes sense.

For more Hacks, check out our YouTube page.