Making Time for Research

November 23, 2016

I’m an avid reader. If I’m not working or spending time with my family, chances are I have a book open.

Malcolm Gladwell’s book Outliers: The Story of Success is probably my favorite. Why? Because Gladwell pulls no punches. He introduces the"10,000-Hour Rule," claiming that the key to achieving world-class expertise in any skill, is, to a large extent, a matter of practicing the correct way, for a total of around 10,000 hours.

Most people just don’t want to work that hard to get to “mastery” and then they wonder why they aren’t as successful as they want to be. Nothing replaces hard work and putting in the time!

When it comes to sales, research is an important component of our work that many don’t take seriously enough. To truly know your customer, you must invest the time to research them. Senior-level decision makers are more likely to buy because of what you know about them and their business than what they know about you and your product specifications.

So invest your time wisely.

In our fourth installment of the blog series 6 Strategies to Maximize Sales Results, my colleague Brittany Shonka provides insights on four key areas of focus for knowing your customer:

  • Solution/Application Research
  • Business/Strategic Research
  • Competitive Situation
  • Relationships

She also provides implementable tips for strengthening your customer understanding.

Read Britany’s article here.

This article is the forth in a series of six on "6 Strategies to Maximize Sales Results." The first focused on Growth Mindset, the second addressed Intellectual Curiosity and the third took on Showing Up for Sales Success. Watch for the next one soon. The series is a collaboration among Amy Franko (Impact Instruction Group), Brittany Shonka (IMPAX) and Jen E Miller (Marsh & McLennan Agency)--to create a resource to help other sales professionals maximize results. The goal is to help you go farther, achieve sales success, and transform into top performers.