Sales reps who spend less time researching can spot acquisition targets faster and pitch them sooner. When a company gets acquired, it becomes a new sales opportunity. Speed matters more than depth here.
I know one of the big value props is the sort of reduction in sort of research time. And, you know, good salespeople are doing this research to identify, okay, this change is happening in the market, a merger and acquisition. That means that, you know, a bunch of these customers are going to be sort of on the bubble, potential targets.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
