Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

Boost Your Sales The Ultimate Guide to Researching Prospects for First Meetings

17 Mar 2024 · 0 min

Watch on YouTube

0:25

This is a short excerpt from a YouTube video by Jason M. Lemkin advising sales representatives to always research prospects before the first meeting. Lemkin emphasizes that researching is easy today — a quick browser search and vendor resources (demos, YouTube videos, explainer content) provide ample background — and warns managers not to hire reps who skip this step.

Don't hire any reps that do no research before the first meeting. Don't, don't. I hear too many excuses this day. I hear too many. I didn't have time. I didn't have this. And listen, it's just too easy to do research today. It's too. You just fire up the browser, go to. And companies have so much great stuff on YouTube today. Almost every SaaS vendor, almost every vendor's got some great demos, some great videos, explainer videos on their website, on their YouTube.