Emilio Garcia explains how to access buyer insights when you can't talk to customers directly. Shadow sales calls through relationships with reps, ask about why they chose your product over alternatives, and use ChatGPT to generate interview questions.
You just go talk to buyers, but we have a big restriction, which is we don't typically have access to buyers. We have access to potential buyers. So the first thing is, yes, I acknowledge that it's not an easy thing to do. Some ideas: make friends with some sales reps and ask them to tag you along on sales conversations, right? That's a great moment to do so. Especially if the sales rep is in charge of accounts that buy recurrently. You can say, well, you have a great relationship with the point of contact. Can I tag along on your next conversation, you know, Zoom or in real person one, and just insert through the conversation the questions about how is it that you bought from us? So I think that's the, because again, what you want to understand on those interviews And nowadays, obviously, you can ask ChatGPT about what kind of questions you can ask. But you want to understand how do you took the decision, what made you choose us instead of something else.
