Can Salespeople Be Conduits for Customer R&D?

Customers recognize the importance of research when it comes to purchasing new software.

Yet these days, they very rarely have time to conduct and absorb their own research. But according to Mark Hunter, sales expert, this actually creates an opportunity for salespeople to boost their own knowledge bases and do that research for them.

Before you’re able to sell, you will have to prove your worth. This is unavoidable. By having your own research, you can create a substantial competitive advantage for your company, thereby increasing your chances of making a sale, says Hunter.

If your potential buyer agrees with your findings, the added work will be easily justified. For more on how salespeople can provide their own R&D, watch the video featuring Hunter.