Get Inside the Mind of Your Prospect: Why Are They Searching for a Product?

Before you begin a presales evaluation with a new prospect, make certain that you know why they are searching for a product. It is usually one of two reasons:

  1. Solving an immediate pain point, or

  2. Proactively evolving their business.

Cover page of a Homerun white paper

Companies looking to solve an immediate pain point are either dealing with a deficiency or an inefficiency, and companies looking to evolve their business are aspirational.

Each of these variations requires a different approach to your evaluation plan.

Learn how to design evaluation plans that win deals in our latest guide: Get Inside The Mind Of Your Prospect: Why Are They Searching For A Product?


Want to learn more? Talk to a presales expert about how to leverage Homerun to build, implement, track, and share Evaluation Plan Templates that get the 'technical win' Click here to get started!

Previous
Previous

Peter Cohan Names Homerun Presales a ‘Cool New Tool’

Next
Next

Presales Solutions in the SBI 2022 State of the SalesTech Radar Chart