Before approaching a potentially major B2B customer, a salesperson will usually

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Before approaching a potential major B2B customer, a salesperson should try to find out everything possible about the firm and its needs. This helps the salesperson prepare for the meeting, tailor their pitch to the customer's specific needs, and establish themselves as a credible solution provider. Conducting an initial sales presentation to lower-level personnel, estimating potential commission, asking competitors, and assessing corporate climate are all important steps in the sales process, but they typically come after the salesperson has gained a solid understanding of the prospect's needs and potential fit for their product or service.

Before Approaching a Potentially Major B2B Customer, a Salesperson Will