High-Profit Prospecting Secrets: Know the Customer’s Customer

How do you separate yourself from your competitors?
One of the easiest and most overlooked ways is by referencing early in the prospecting phase a key point about the prospect’s customer.
Time and time again I’ve shared this strategy with sales teams, and the success stories I hear back in the weeks and months following are always incredibly positive.
Check out this short video from a keynote where I talk about this sales secret:
 
The beauty of this strategy is how well it works in all types of prospecting situations.  If what you sell is seen as a commodity customers buy on price, your ability to bring just one new piece of information about the prospect’s customer can be enough to get you a conversation that is not price focused.
Every customer is going to want to know more about what you know about their customers.
You may be prospecting OEM suppliers or someone buried deep