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

3/24/2022

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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.

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?
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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!
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