To engage and educate the prospect. The objective is to get the prospect to want more information, demo, executive summary, and determine whether they are a good fit.
Research who are our customers in close proximity to them. Know their contact names.
Fill in the answers below during the call:
- How did they hear about us?
- What solutions are they using currently?
- What are their future plans?
Explain value of your product and establish credibility if the fit is right
Record next steps for us and the prospect then add to Salesforce