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Pre-Sales Fundamentals - Coggle Diagram

- - - - initiatives
      - customer’s company direction
    - - Visit corporate website to gather information
        
        Board of Directors
        
        influencers
        
        decision makers
        
        Press Releases
        
        leadership changes
        
        product releases
        
        financial statements
        
        events
        
        security concerns
        
        customer wins
        
        Investor Relations
        
        current financial performance
        
        understand their ability to take on a new large project.
        
        the problems it’s facing (check out “risk factors” sections)
        
        Acquisitions
        
        predict a company’s future directions
        
        understand some of their purchasing decisions or project demands
        
        Blogs
        
        read at least the last few posts
        
        comment on them during your call or meeting
        
        learn more about the trends and challenges
        
        RSS Feeds
        
        The Company’s Twitter and LinkedIn Account
        
        Understanding how the company is presenting itself to its customers
        
        AngelList
        
        essential researching tool for startups
        
        advisory team
        
        past and present employees
        
        founders
        
        funding history
        
        products
        
        launches
        
        open jobs
      - Locate job postings to identify internal initiatives and investments
  - - - Doing research
        
        understanding the corporate and technology infrastructure of the prospect
        
        understand their needs and budget so you can articulate solutions that meets those needs
        
        provide F5 solutions that not only meet one projects needs but multiple projects needs potentially expanding budget once multiple projects are involved
      - platform
        
        email
        
        cold calling
        
        face-to-face meetings
    - - Organizational Structure
        
        understand who is driving requirements and budgeting
    - - meet with different business areas
        
        gain a broader understanding of the organizations future needs across the entire company
        
        allow you to see a clearer picture of what your customer needs