If you’re trying to sell to a crowded or competitive market, or you have a limited number of prospective customers with a high lifetime value, you must go above and beyond with your sales research. Beyond LinkedIn, check out your buyers’ Twitter handles (if they have them), and see who they follow and the types of articles they share and retweet.

In addition, if your contact has their own blog, or even blogs on a platform like Medium, this is an excellent source of information. Depending on the person’s job and industry, you could find articles in which they have been interviewed or quoted. And if your prospective customer doesn’t have much of a presence online or on social media, you can always look at job posts for similar roles to get a better idea about their responsibilities.

Published on: May 24, 2017