To join the ranks of the b2b sales superstars, you need to know more about your customers than your competition and in some cases even more than your customer knows about themselves. True b2b sales superstars are consistently told by executives “you know more about us than some of my direct reports.”
Being told by an top level executive – you know more about their company than others – is a sure path to gain immeasurable credibility with the decision maker. Therefore it is imperative you learn as much as you can about you customer.
One area I consider a vitality important area is their strategic position in the marketplace and how your customer ranks against their competition. This information gives you insight into the progressive or regressive nature of management decisions. Your customer’s ability to grow – thus growing your business – is critical to your success.
Therefore, here are five strategic questions to ask your customer in order to learn about how they are positioned within their industry and how the marketplace is recognizing their position…