One of the great things about the world we live in today is access to information. Smart sellers recognize that the more informed they are about the competitive landscape or customer and partner news and industry trends, the more business they will close.
Buyers start the decision making process without salespeople.
They go online to research options, ask questions of peers in group forums and seek out recommendations related to companies and people. When buyers do decide to engage with a salesperson they are already 60% of the way (or more) through the process. That means the biggest mistake that seller can make is in trying to take the buyer back to the beginning. In other words, insisting on walking buyers through the standard – and usually boring – feature dump or demo.
What decision makers want are sellers who meet them where they are. They expect salespeople to be informed – know about them, their industry and their competitive landscape. This is where you, as a salesperson, can really stand apart from your competitors. As an advisor to my own clients, I make it my business to pay attention to industry trends, leadership insights, competitive situations, essentially anything that I think will be of benefit to them. Why do I invest the time? Because I know how busy they are. With so much on their plate, they don’t have the time to consistently do it on their own. As a result, I become an intelligence resource for them. You can too!
But what can you do to position yourself ahead of sales opportunities?
Well, accessing the right kind of business information means you can watch for “trigger events” that provide clues as to the right time to engage with a prospect early. Recognizing that buyers do initial research without your involvement, you need ways to be visible to them. Naturally, I advocate the use of social media in combination with offline strategies. In order to capture someone’s attention, you need to be viewed as someone credible, capable and informed. You do that by curating and sharing relevant, educational content.
The big question is how to easily harness the business information you need in a way that won’t have you spending hours floundering around on the Internet.
Let me tell you about Owler.
It is very easy to get started. You simply set up your free account, input the names of the companies you want to track, segment them into groups; i.e. prospects, competitors and customers, select the types of reports you’d like to receive, and Owler will send those reports directly to your email inbox.
The Daily Snapshot – This report is an amalgamation of the top news stories, PR, blog posts and other coverage on the companies you follow. This image is one I captured from today’s email. Owler has done the work for me. All I need to do is quickly scan through the summaries to determine which ones I want to dig into more deeply.
The Acquisition Report -This alert is sent to you whenever a company you follow acquires or is acquired by another company. In it Owler analyzes what the change will mean for the company.
The Funding Announcement – This alert is sent to you anytime a company you follow raises more funding.
The Weekly Hoot – This is a weekly roundup of the biggest business news from the week in a fun and engaging format, synthesized so you can get back to focusing on your work without missing a beat.
Two more reports coming soon are:
Competitor Report – This quarterly update shows you changes in your competitor’s vital data, including revenue, executive leadership, employee count, news, social activity and more.
Community Insights -In this newsletter we serve you unique insights from our Owler community.
Easy to set up, easy to navigate and use – what’s not to love?
I set up my account and a number of companies in a matter of minutes. What could be easier? Now, on a daily basis I receive a quick snapshot of top news that relates to my customers, prospects and competitors. Since a salesperson’s job is to sell, not spend all day surfing the net, Owler helps streamline the process of gathering the information you need to be a more informed seller.
So, what the hoot are you waiting for? Go sign up for your FREE Owler account now and amaze your customers, partners and prospects with your brilliance!
p.s. Owler also includes another nifty feature – the ability to set up polls. Easy way to crowdsource information pretty quickly.