How would you go about researching a prospect?
When contacting prospective clients, it will be important that you are informed about them and their business. You don't want to miss out on a good lead because you appear to be uninformed or unknowledgeable. Tell the interviewer that you understand the importance of researching prospects and explain how you would go about doing this.
"Prior to reaching out to a prospective client, I would quickly research their company and the role they hold there. While I wouldn't spend a tremendous amount of time doing this, since it's my job to reach out to as many people as I can during my call block, I would still spend a few minutes looking over their company's website and pulling up the prospect's LinkedIn profile. Gleaning some high-level information will allow me to come off as knowledgeable during the phone call. Prior to making the call, I also think through the pain points the prospect might be experiencing and what solutions I can offer them."
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Anonymous Answer
I would research their LI profile, check CRM to see if we have had previous conversations with their co, and determine if they are an ideal persona to contact meeting the appropriate criteria to be a good fit.
Jaymie's Feedback
This is a good foundation; social media and checking for past interactions are great techniques. Consider also mentioning searching for trigger events that indicate a need for your solution, conducting industry research, and identifying similar prospects to those of your current customer base.
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