Here’s what to include: 1) Business status: You’ll need a refresher on all aspects of your current dealings with this customer, 2) Company news: You don’t want to be surprised by their new acquisition, divestiture, VP, etc. 3) Market trends: You’ll be able to engage your customer more deeply if you’re conversant in the trends they’re facing, 4) Common problems: If your customer brings up one of these problems, you’ll be prepared to discuss it, and 5) Process steps: This lets you explore steps you could help them to accomplish faster, better or cheaper.
More in white paper, Sales Call Preparation with AI
