Prep for a Buyer Inquisition –Dana

If you’re lucky enough to get names of individual buyers before the meeting, your next stop is LinkedIn. Take a look at the buyers’ profiles. How long have they been at the company? Where did they work previously? Maybe you’ve crossed paths before. Maybe some of them were customers once upon a time. Every bit of information that might connect you in some way to this panel of buyers will benefit you. (PS: If you don’t have individuals’ names, search the company and/or job titles on LinkedIn.)