Selling at a Distance (Part 6 of 14): Researching Prospects and Industry Online

Welcome to the sixth video in the Selling at a Distance series. If products and services simply sold themselves, organizations wouldn't need salespeople at all! Even with today's technology, the salesperson remains a critical driver of revenue. In this series, salespeople will learn how to master the new skills required to sell at a distance. This video lesson will convey how easy it is to research people, organizations, and industries. It also indicates that pre-call research allows you to develop valuable insight into your prospect's company and helps turn a cold stranger into a warm prospect.