Step 3: Prepare

What’s going on?

Nothing impresses a decision-maker more than a sales rep who has done their homework. It’s not only a time saver for the buyer, who doesn’t have to educate the sales rep about the company’s needs, it also suggests a vendor willing to invest in the effort to be a partner.

If you’ve used Insights to prioritize your leads, you already have a head start on knowing what’s going on in the account. In addition to Insights, there are a number of other places to look in InsideView to get useful background information on both companies and individuals.

Behind the Tabs

People

If you’re not yet sure you have the right decision-maker or champion, this is the place to look. Find leaders by job title, level, or functional area. Plus, you'll see right away who you’re connected to.

Click View More to see a complete profile of the individual—including education, prior jobs, news mentions, and social media posts.

Insights

There’s no better way to know what’s going on in the mind of buyers than social media. Check posts from the company and posts from others about the company, click to follow the company on Twitter or Facebook, check out company blogs. 

Family Tree

Go to the Company tab and select the Family Tree sub-tab to discover subsidiaries, acquisitions, international divisions, and a host of other corporate relationships.

Similar Companies

Go to the Company tab and select the Similar Companies sub-tab to find other companies in the same industry. Checking out similar companies can help you understand where your target company fits in the industry. Is your prospect the 900 lb. gorilla in its space or is it an up-and-coming challenger? Are any of their competitors reference customers? Showing previous success in your prospect’s industry can be persuasive.

Also, don’t forget the Similar Companies sub-tab as a prospecting tool. If your target is a good fit for what you sell, its competitors might also be good prospects.

More Useful Company Info

Go to the Company tab and select the Overview, Financials or Industry sub-tabs to view more company details. Who doesn’t want more? 

On the company overview page you’ll see firmographic details, contact information, and the latest company news:

Get a quick snapshot of a company's Industry Profile with common challenges, trends, call prep questions, and view of the size and structure of the industry:

For public companies, check out their latest financials data: