Whenever you attend sales conferences, there are speakers from various walks of business life. Some are authors, a few are subject matter experts, while others actively manage, oversee or operate within their own inside sales team. Many topics are covered, but often mentioned within each presentation is the point that each and every sales call, whether inside or outside, should add value. Well, I should hope so. But often times this is easier said than done.
The critical part of adding value
In order to add value, you must know what is valuable to each individual you attempt to connect with. This is particularly true if you execute your sales process via the phone, email, web conference or the web.
So how do you know what is valuable to the target individuals of prospect companies or major accounts where you wish to expand?