How many times have you been unwillingly solicited by a salesperson who knows nothing about you? Cold emails, cold calls, and general poor prospecting run rampant in modern sales.
Who’s to blame? While more junior salespeople may lack the experience in personalization and contextual outreach, seasoned sales pros may lack the technical agility to access such information. The truth is, whether you want to hear it or not, we all have room for improvement.
The following infographic uses information from Forrester, The Bridge Group and Sales Benchmark Index to illustrate 12 key things every salesperson must know before reaching a buyer. Some things like name and job title might seem obvious, but unfortunately many pros out there still get them wrong.