4. Continuous education. 

Salespeople should regularly consume world and business news, funding and partnership announcements, trade magazines and some other way to obtain information that relates to their market and buyers that are prospective160;Understanding factors that affect prospects, enables salespeople to better shape conversations, build rapport and uncover opportunities to deliver more value.

As an example, our sales and customer success teams at Anvyl (an intelligent supply that is digital visibility and automation company) regularly share articles internally that relate to customers and market. This allows our teams to take part in discussions on current issues affecting the supply chains of prospective and customers that are current. Some recent areas of focus have been: raw material shortages, commodity price increases, tariffs and natural disasters.