During a recent “Cracking the Buyer’s Code” webinar, a panel of corporate decision-makers shared some revealing insights, chief among them: They are busy!

Their schedules are jam-packed from morning until evening.

One panelist had arrived at his office at 7:30 am and had met with three salespeople before the 11:00 am webinar had even begun.

Another panelist said, “Don’t waste my time with stupid, basic questions such as ‘Where are you located?’ or ‘Are you the right person to speak with?’”

The rest of the panel wholeheartedly agreed and explained that proper preparation is critical if you want to capture a moment of their valuable time.

And part of being prepared involves understanding your prospects’ business issues, which means you must do some homework before you contact busy decision-makers. From there, you need to create thought-provoking questions to help you stand out from your competitors.

Do not waste your prospects’ time asking basic questions which could be answered after five minutes of visiting their website.

If you are lucky enough to grab your busy prospect’s attention, don’t waste it on foolish questions.

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