It's common knowledge that today's buyers have more information than ever before. The dynamic has changed; salespeople are no longer needed to do buying research.
To stay relevant, sellers need to be closely connected with the needs of their target market. Many front-line teams have adopted a research-first sales approach, but uncovering new information is a powerful skill throughout the funnel.
In this eBook, we cover:
- The impact research can have on the entire sales cycle
- Models for structuring your buyer research
- Resources, channels, and methods for conducting research on prospects and buyers
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