Pre-Sales Interviews

(with as many as you can get from the prospect list)

Important to know about who you are selling. Sometimes called persona development, in b2b sales you’re going to meet customers and figure out the motion of what they need/want.  If you don’t do this intentionally, you’re left looking for patterns from live sales calls, where people typically are more reserved about telling you how they buy, if they have power, if they have rank, etc.