Effective prospect research is the foundation of any successful outreach. Before engaging with any lead, it’s paramount to understand their specific needs and challenges. In this guide, we will share key prospect research techniques to ensure you’re well-equipped to make that impactful first impression.

Leverage the Prospect Data you Already Have.

When it comes to inbound leads, it is highly probable that your marketing team has already gathered preliminary information from the potential customer through a form. Do not underestimate the value of this information! Starting a conversation with context is much easier, and no one enjoys repeating themselves. If they have already shared key details about their pain points, leverage that as a starting point for your call.

Explore Prospect Company Websites.

A company’s official website is a direct window into their world. The ‘About Us’ or ‘News’ section can shed light on recent milestones, developments, or challenges they might be grappling with. Don’t miss out on case studies and testimonials, as they can offer insights into past issues and solutions. Understand their product or services so you can use their terminology and use cases in your demos

Leverage Social Media Platforms:

Social media has transcended personal networking and now serves as a valuable resource for information about your prospects. Platforms such as LinkedIn, Twitter, and even Facebook offer a wealth of insights. By analyzing a prospect’s activity, whether it be their posts, shares, or comments, you can gain valuable understanding of their professional interests and potential pain points. At the very least you’ll get some information about their industry on LinkedIn.

Set Up Google Alerts.

Stay ahead of the curve by setting up Google Alerts for your prospects or their organizations. This real-time update service notifies you whenever they’re mentioned online, ensuring you’re always in the know. Use these triggers to keep conversations going with your prospect.

Use Specialized Research Tools.

There are numerous tools available, like Crunchbase, ZoomInfo, G2crowd or Owler, which provide a deep dive into a company’s financial health, market positioning, products they use and key stakeholders. If you have access to Zoominfor or any other platform that shows you your prospects tech stack, that is gold! Research if they’re using a competitor of yours, do some digging on G2crowd to find out what pain points other users of that company face and use this information in your pitch.

You’ve studied your competitors, now study your prospect’s.

To truly grasp a prospect’s challenges, sometimes it’s essential to analyze their competitors. What market gaps are competitors filling? What unaddressed needs can your Saas solution cater to?

Don’t Hesitate to Ask.

A straightforward approach often yields the best results. If you’ve established preliminary contact, inquiring directly about their challenges can offer unparalleled insights. Authenticity and genuine interest go a long way.

Now you’ve nailed prospect research. As a bonus for getting this far let’s take a look at tools you can use to stay current with industry trends.

Attend Industry Webinars and Conferences.

Industry-specific webinars and conferences are platforms where common challenges and latest trends are discussed. They’re also great for networking and gaining direct insights about target companies from industry peers.

Dive into Online Communities.

Online forums and communities are where professionals gather to share experiences, ask questions, and offer advice. Engaging in these spaces can be incredibly enlightening, help you build your network and even find new sales roles.

Commit to Continuous Learning.

The sales landscape, especially in Saas, is in constant flux. Regularly refine your research methodologies and stay updated with the latest trends and techniques. Stay up to date with AI tools that can make your job easier and more effective.

Conclusion

Knowing your lead is a harmonious blend of intuition and strategy. The deeper your understanding, the more tailored and resonant your pitch becomes. Equip yourself with these techniques to not just make an outreach, but to create a lasting connection. Here’s to more informed and effective selling!