This happens all the time in my conversations

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with clients. When i ask: “how have you been doing?” i often hear things like, “it’s been really busy, and i haven’t had much time to spend at home,” or “it’s been a little slow — which is nice, but would love to really dig in with some new customers.” this information helps me scope more tailored training they might not have considered. I can suggest this new training as sales conversations progress.

2. Engage in active listening
the flip side of open-ended questioning is active listening. After asking your open-ended question, listen for need or problem signals, like “i’m struggling with…” or “i don’t have enough of …” ask probing questions to go deeper into the issues they bring up. Think about how these align with your company’s solutions.

When i hear client concerns about too much to do and no time to do it, i’ll often ask what types of tasks end up on the back burner. Then i think about training i can customize to target efficiency in their business. This training costs a bit more, but it’s effective for the client in the long run.

3. Always be researching
take time, at least weekly, to research your prospects and customers. This america phone number list surfaces needs you can address with upsells (and cross-sells). Start by tracking target companies on social media, especially linkedin. Set up google alerts for their names. Keep an eye on their public presence, like storefronts and advertising, for clues as to what their needs might be. Read up on the latest in your customers’ industries to see what’s happening on a macro level.

Ai offers a way to dive into customer intelligence quickly. Sales cloud, powered by einstein, can do a lot of this research for you by surfacing recent articles, collecting industry and business intel from relevant sources, and pulling it all into your crm. With the help of automation, it updates deal records with this information automatically so sellers can spend more time selling.