Research is just as important as having a strong sales process. However, with so many moving variables in an ever changing market, getting the right information before launching an outbound campaign can feel like an impossible task even for the most experienced seller.

In this episode of the B2B Power Hour, hosts Morgan Smith and Nicholas Thickett deep dive into the fundamentals of research for enterprise accounts that can raise your prospecting success astronomically including including a win/loss analysis, internal research, using existing buying data, and more!!

Listen in as we discuss:

  • List building and prioritization
  • Champion identification
  • Differentiating among the levels of N+ people in a buying process  
  • Importance of finding the right person and doing homework on the customer's business model

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