- Understanding: You can make sure you don’t miss details that are important in understanding your buyer’s context.
- Effective communication: You can have a structure for communicating your prospect’s story back to them, helping them know that you heard them.
- Advising: You can position your products and services as a solution to your buyer’s challenges.
- Identifying: You can have a clear way to measure whether a potential lead is a good fit for your offering.
What should a business-to-business salesperson do if their website gets multiple anonymous visits from a single company?
Improve their website’s lead-capture tools Monitor the situation but wait for the company to initiate contact Call the company and offer to help Send a LinkedIn invite