There are a few truths to being a modern day sales person. One is that often, there are no second chances. Secondly, building a personal relationship with your client is essential. Last of all, to establish and maintain this relationship, you need to do your research.
No matter what stage of the game you’re in, knowing your client, what they are doing and where they are going, is key to a healthy professional relationship.
“Everybody knows you have to do your research if you want to have a meaningful call with a [sales] prospect.” Trish Bertuzzi, President and Chief Strategist of The Bridge Group tells us, “Owler arms me with the knowledge I need to prove to potential clients I’m an expert on them.”
Salespeople, they’re like doctors- If a doctor can’t figure out their patient’s diagnosis, they can’t treat it. They can still do their job- build rapport with their patients, order blood samples, do investigations- but ultimately if they can’t determine what’s wrong, they can’t fix it.
If you can’t figure out your customer’s needs and problems, you don’t stand a chance at selling a solution.
“Salespeople that keep up to date on their customers and competitors often enjoy a significant competitive advantage. Owler makes this a breeze,” says Dave Stein, author of Beyond the Sales Process, an internationally recognized expert in B2B sales effectiveness.
Owler is the free competitive intelligence platform: a must-have for the modern day sales person. Owler = sales research efficiency.
You need to show your prospects only a few things: that you have something to offer them, that what you’re recommending is feasible, and most importantly- that you know them, care about them, and understand their problems.
According to Sales Leader and Co-Founder of ExecVision, Steve Richard, “…you are 70% more likely to convert a prospect into a meeting if you tell them about the research you did.” It’s simple- be prepared, do your research, use Owler.
Brian Burns, Host of The Brutal Truth about Sales & Selling PodCast admits, “When you’re calling on a company, you want to be able to come up with an icebreaker, something to talk about, something that is going on.” Which is why he too, loves Owler “It’s a great way to group accounts, competitors, and prospects…You don’t have to worry about hunting and pecking and going through Google Alerts and searching different websites- it puts it all together for you for free!”
Trish Bertuzzi agrees, “It’s all in one spot, so I don’t have to go rooting around the internet trying to find this stuff individually.”
John Barrows provides sales and training consulting services to some of the world’s leading tech companies, including Salesforce. He advises that every time you reach out to an existing or new client, “you always have something valuable to say or have a reason to reach out to them.” He encourages relevance, explaining that the days of ‘touching base’ and ‘checking in’ are long gone. “You have to make sure one of two things are in place: You have a reason and/or you’re adding value.” Owler literally hands you over those reasons without effort. “This becomes my morning paper, my morning routine.”
And the most compelling thing about Owler? According to Rob Bernshteyn, CEO of Coupa, “It’s the community of people involved.”
“Owler is taking the tired, dead market that is the data industry and turning it on its head!” According to Bob Memmer, who loves Owler for revenue numbers and employee count. “We found the information provided through it’s collaboratively driven model is more accurate to us.”
Mario Martinez Jr. CEO, Keynote Speaker & Social Selling Evangelist explains how he too leverages the wisdom of the crowds, the whole network of business professionals giving Owler their best sense of information. “With over 11 million companies and 300,000 business professionals contributing to Owler’s data, no stone goes unturned.” This comprehensive view is what makes Owler unique. “It provides me with insights faster and more accurately than I have been able to achieve using Google Alerts or even with LinkedIn’s Sales Navigator tool!”
Take it from these sales leaders– If you’re not using Owler, you’re one step behind.