Posts Tagged "customer profile"

How to Create a Comprehensive Prospect Profile (Part 2 of 2) by Pat Ryan

Posted on Nov 4, 2014 in Archive

What is the best way to build a comprehensive profile of your prospect?  In our last blog post, we covered SPIN selling techniques, a framework used to gather valuable information from your prospects.  This week, we dig deeper by sharing Question Guidelines, designed to help you build a more comprehensive prospect profile.  Ask your prospects these questions to help them open up, allowing you to quickly identify key areas of pain and/or need. So, let’s get right into it…  Here are the kind of prospecting questions you should be asking… Question Guidelines When speaking with prospects,...

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How to Create a Comprehensive Prospect Profile (Part 1 of 2) by Pat Ryan

Posted on Oct 15, 2014 in Archive

Some lead generation organizations simply don’t understand the vital role that DETAILS play in helping a sales person determine when, how and IF to follow up with a potential prospect: Is there a project? Who is in charge of that project? What are the business drivers? What are the timelines? Is there a budget? What is it? What other companies are you talking to? Who is the decision maker? Previous negative experiences with traditional telemarketing companies actually led to the founding of Mentor Tech Group.  We saw a need to COUNTER the shortfalls of these companies to: Focus on one area...

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How to Create a Comprehensive Prospect Profile (Part 2 of 2) By Pat Ryan

Posted on Mar 12, 2013 in Archive, Training and HR

What is the best way to build a comprehensive profile of your prospect?  In our last blog post, we covered SPIN selling techniques, a framework used to gather valuable information from your prospects.  This week, we dig deeper by sharing Question Guidelines, designed to help you build a more comprehensive prospect profile.  Ask your prospects these questions to help them open up, allowing you to quickly identify key areas of pain and/or need. So, let’s get right into it…  Here are the kind of prospecting questions you should be asking… Question Guidelines When speaking with prospects,...

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How to Create a Comprehensive Prospect Profile (Part 1 of 2) by Pat Ryan

Posted on Feb 26, 2013 in Archive, Training and HR

Some lead generation organizations simply don’t understand the vital role that DETAILS play in helping a sales person determine when, how and IF to follow up with a potential prospect: Is there a project? Who is in charge of that project? What are the business drivers? What are the timelines? Is there a budget? What is it? What other companies are you talking to? Who is the decision maker? Previous negative experiences with traditional telemarketing companies actually led to the founding of Mentor Tech Group.  We saw a need to COUNTER the shortfalls of these companies to: Focus on one area...

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