Companies publish so much information online these days that you may think all you need to do to understand a potential customer is quickly Google them. But although the likes of Linked In and Twitter have revolutionised the way companies present and share information about themselves you would still have to be pretty lucky to find the really juicy insights that most Sales and Marketing teams desire.
The content marketing managers job revolves around making the company appear interesting and an authority within its sector. Therefore they are not going to choose to post about something as dull as a change to the preferred supplier process or that the company are looking to change their coffee machines. However this kind of "dull" information would be gold dust if you were a coffee machine supplier!
The question is how do you find out these kind of nuanced details? The answer is straight forward... you phone up and ask them. Asking these types of questions about a company isn't as hard as you may think. It is something that GCL Direct do every week and it allows us to build up detailed profiles for our clients so that their expert sales teams have the advantage when pitching their products or services.
Why not give it a go yourselves with our Guide to Prospect Profiling? Or for more information on how GCL Direct can help you; get in contact.
