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“Researching new business prospects before picking up the phone or sending an email will help you determine whether they are a good fit for your accounting firm’s services. Proper prospect research can also help you discover the decision-makers and the best way to engage them.
Since the average B2B professional services sale can now involve up to half a dozen decision-makers, it’s essential to understand each company’s structure, its stakeholders and decision-makers, and what motivates them. Good prospect research can provide a wealth of information that will help you better connect with the prospect and increase the likelihood they’ll want to buy your services.”
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