How you all do sales research?

Question

My friend who does enterprise sales manually ctrl-F keywords on news, company reports and earning calls etc to see if the management of the target companies had publicly shown interest in his solution or problem so he can quote them in his call.Any of you do something similar in sales? Any other sales prep routine you have?

ameliap24 · Accepted Answer

I work in sales too, and what I do is use a leads list and leverage AI tools that track activities or posts from the contacts on that list. I&rsquo;ve integrated this data into my emailing tool, so I can see when a contact has been active and adjust my outreach accordingly.I use leadbird.io, but I&rsquo;m sure there are other tools that do the same. Honestly, I haven&rsquo;t seen a significant boost in conversion just by using these tools so I guess it all comes down to being targeted and relevant when reaching out. If a customer sees the value in your product, these tools can be helpful, but sometimes it just adds noise. To each their own, though! You can also outsource this process if you prefer not to handle it yourself.

wslh · Answer

Hi! What do you mean with sales research? Creating a list of prospects before qualifying them? A typical sales funnel?