Bringing Market Intelligence to Your Sales Prospecting

Good advice here...

"The single most important yet forgotten step in developing a sales prospecting campaign is market intelligence. Your resources are optimized when you have a well-qualified prospect list. Imagine you own a roofing company looking to generate leads. A typical costly prospecting campaign would involve calling or mailing home owners to determine if there is a need for roof repair.

A more effective approach may be to use services such as Geosemble Technologies Inc. based in El Segundo, CA. The company utilizes high tech and satellite imagery to locate swimming pools, roofs in need of repair, cracked driveways, etc. which is crossed referenced with city data to create highly target leads. Before you embark on any prospecting campaign, make sure you perform some form of market intelligence to improve your results."

And this is just the basics. If you're in marketing, how can you know what your customers value unless you have first performed the market intelligence necessary to understand that they want and what they don't. And I don't mean asking them directly, I'm talking about a full blown market intelligence report with primary and secondary research! The only way you can deliver to your customers demands is to know what those demands are...

Want to talk to a real pro? Have I got a resource for you. No one does it better in Northeast Wisconsin than Chris Vanderheyden. I'll be happy to hook you up -- just give me a call or drop me a note...