3. Plan, prepare and map.

Too many salespeople walk into calls ill-prepared and wing it. This wastes time, demonstrates a lack of respect for prospective customers, and dramatically diminishes the likelihood of a outcome that is positive. An account map and organize research on the company, prospects, buying process and more to ensure they are prepared.

This before meetings, salespeople should complete an account plan will enable salespeople to consider scenarios that are multiple write out important questions and uncover opportunities for better alignment. Account maps will include company structure, key personnel information, illustrate preexisting relationships and identify knowledge gaps. This can enable salespeople to connect more effectively utilizing the customer that is prospective keep the conversation on track and understand how to rapidly expand influence across the organization. These Documents should be updated through the sales cycle to include the information that is latest about prospects, evaluation criteria, key initiatives along with other relevant information.