How to Find Company Pain Points Before Your Call
Prepd
Sales Research
The best sales conversations start with genuine understanding of prospect challenges. But pain points aren't always obvious. You need to know where to look. This guide shows you research strategies for uncovering real pain points before your call.
1Analyze Job Postings
Job postings are a goldmine for pain point research. If a company is hiring for roles your product supports, that's a signal. The specific requirements and responsibilities listed reveal what they're trying to accomplish and what skills they lack internally.
Key Takeaways
- Look for roles your product supports
- Note specific requirements and skills needed
- Identify patterns in multiple postings
- Use job listing language in your conversations
2Monitor Company News
Company announcements often signal underlying challenges. Rapid growth brings scaling pain. New product launches require supporting infrastructure. Funding rounds come with growth expectations. Read between the lines of press releases and announcements.
Key Takeaways
- Track growth and scaling announcements
- Note new product or market initiatives
- Identify organizational changes
- Consider the implications of their news
3Study Industry Trends
Companies don't exist in isolation. Industry-wide challenges affect your prospects even if they don't announce them publicly. Research industry reports, trade publications, and analyst commentary to understand common pain points in their sector.
Key Takeaways
- Review industry analyst reports
- Read trade publications
- Identify sector-wide challenges
- Apply industry context to your research
4Review Technology Signals
Technology changes indicate transition pain. If a company recently switched platforms, they're in implementation mode. If they're using outdated tools, they may be experiencing limitations. Technology research reveals operational challenges.
Key Takeaways
- Track recent technology changes
- Note outdated or limited tools
- Identify integration gaps
- Consider the implications of their tech stack
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