Sales prospecting is a high priority for most companies and how they go about it varies. Some companies may require their quota carrying sales reps to make cold calls and do their own prospecting. Others may use an inside sales team or an outsourced call center that specializes in lead generation for new business opportunities.
Recently I asked a good friend and dear colleague, Ron Finklestein, Owner and President of the RPF Group, Inc. to write a blog on the key factors that drive a customer to buy. With years of experience, below are Ron’s 6 key questions a vendor must answer to gain trust, build rapport and ultimately acquire new customers. In my opinion, Ron is spot on. Happy reading.
Finding potential customers in a fragmented market or a niche market can be extremely difficult.