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How do you stay informed on your prospects' industries?

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Sales prospecting is the process of finding and qualifying potential customers for your products or services. To do this effectively, you need to understand their needs, challenges, goals, and pain points. But how do you stay informed on your prospects' industries? How do you keep up with the trends, opportunities, threats, and changes that affect their businesses? Here are some tips to help you stay on top of your prospects' industries and tailor your sales messages accordingly.

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1 Subscribe to industry newsletters and blogs

One of the easiest ways to stay informed on your prospects' industries is to subscribe to relevant newsletters and blogs that cover their topics, issues, and news. You can use tools like Feedly, Pocket, or Flipboard to aggregate and organize your sources and read them on your preferred device. You can also set up Google Alerts or Talkwalker Alerts to get notified of new articles or mentions of your prospects' companies, competitors, or keywords. By reading industry newsletters and blogs regularly, you can learn about the latest developments, challenges, and opportunities in your prospects' markets and use them to spark conversations, offer insights, or provide value.

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Akhil Minocha

Vice President - Sales - Enterprises and Global Capability Centers @ CAST | Enterprise Software Sales
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It's important to find genuine ways to connect with customers. Take a genuine interest in finding out updated news and snippets on the company you are managing as an account so that you share happiness in their awards and accolades. Be seen as a trusted advisor who celebrates their growth as much as they do. Follow their key leadership on social media like Linkedin and X (earlier Twitter) and also be in touch when the business is low.

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2 Follow industry influencers and experts on social media

Another way to stay informed on your prospects' industries is to follow the influencers and experts who shape their opinions, decisions, and behaviors. You can use platforms like LinkedIn, Twitter, or Facebook to find and follow the thought leaders, analysts, journalists, consultants, or peers who are influential in your prospects' fields. You can also join industry groups, forums, or communities where your prospects hang out and engage in discussions, ask questions, or share insights. By following industry influencers and experts on social media, you can get access to their insights, opinions, and recommendations and use them to build rapport, credibility, or authority with your prospects.

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3 Attend industry events and webinars

A third way to stay informed on your prospects' industries is to attend relevant events and webinars that showcase their trends, best practices, and innovations. You can use platforms like Eventbrite, Meetup, or WebinarJam to find and register for industry events and webinars that interest you and your prospects. You can also use tools like Calendly, Zoom, or Skype to schedule and host your own events and webinars to share your expertise, showcase your solutions, or invite guest speakers. By attending industry events and webinars, you can learn from the experts, network with the peers, and generate leads for your sales pipeline.

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4 Conduct industry research and analysis

A fourth way to stay informed on your prospects' industries is to conduct your own research and analysis to uncover insights, opportunities, and challenges that affect their businesses. You can use tools like Statista, IBISWorld, or SimilarWeb to access industry data, reports, and statistics that help you understand the market size, growth, segmentation, competition, and trends in your prospects' industries. You can also use tools like SWOT, PESTEL, or Porter's Five Forces to analyze the strengths, weaknesses, opportunities, and threats that influence your prospects' industries. By conducting industry research and analysis, you can demonstrate your knowledge, curiosity, and value to your prospects and differentiate yourself from your competitors.

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Joanne Black

Get Access to Buyers in a Tough Sales Climate | Partnering with Sales Leaders & Their Teams to Build a Referral System I Referrals: Your Fastest Revenue Driver | Unparalleled 70 Percent Conversion Rate
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Talk to people who know about the industry. They will give you information you need. Talk to someone inside the company or someone who knows your prospect, and you'll gain insights no one else gets and that they'll never find online. That's your competitive differentiation. Get a #referral introduction and you're in!

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5 Ask your prospects and customers for feedback

A fifth way to stay informed on your prospects' industries is to ask your prospects and customers for feedback on their needs, challenges, goals, and pain points. You can use tools like SurveyMonkey, Typeform, or Google Forms to create and send surveys, quizzes, or polls to your prospects and customers and collect their responses and opinions. You can also use tools like HubSpot, Salesforce, or Pipedrive to track and manage your interactions and communications with your prospects and customers and record their feedback and preferences. By asking your prospects and customers for feedback, you can show your interest, empathy, and respect and tailor your sales messages to their specific situations and needs.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How do you stay informed on your prospects' industries?

1

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3

4

5

6

1 Subscribe to industry newsletters and blogs

2 Follow industry influencers and experts on social media

3 Attend industry events and webinars

4 Conduct industry research and analysis

5 Ask your prospects and customers for feedback

6 Here’s what else to consider

Sales Prospecting

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How do you stay informed on your prospects' industries?

1

2

3

4

5

6

1 Subscribe to industry newsletters and blogs

2 Follow industry influencers and experts on social media

3 Attend industry events and webinars

4 Conduct industry research and analysis

5 Ask your prospects and customers for feedback

6 Here’s what else to consider

Sales Prospecting

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