Recipe for Success

“By failing to prepare, you are preparing to fail.” While Benjamin Franklin may not have cornered the market on sales advice, we think this quote is relevant for all sales professionals. Success happens faster and easier when you do your homework. And like IronPlanet, all Catapult users have the tools to achieve efficient and effective sales calls through preparation. Here’s how to match their accomplishments.

 

1. QUERY BY TERRITORY
   

   Before making site visits to buyers in your territory, run a query for that region to identify the big players. Put Catapult to work for you so you don’t miss out on any prospects that aren’t already on your planned route. Use the Query Builder to filter for a specific county or zip code prior to making sales calls in the area.
   
   

2. MAP YOUR RESULTS
   

   With your query results, use the Mapping export option to analyze equipment sales and opportunities throughout the territory. Find the best prospects, plot your sales route, and get contact and equipment information and point-to-point driving directions all in one place.
   
   

3. STUDY THE MARKET
   

   Use Catapult Analytics to further analyze Top Buyers, Top Models, Top Industries, and Market Share. This information gets you up to speed on direct competitors, helps you anticipate questions, as well as prepares you for model-to-model comparisons.
   
   

4. GET INFORMED
   

   Using Google Mapping or Catapult Analytics, drill down to buyers’ Financing Summaries to view the complete purchasing history of financed equipment. You’ll be able to determine valuable information such as brand loyalty, buying cycles, preferred equipment types, and preferred age of equipment. There’s no better way to have a meaningful conversation with a buyer than by learning as much as you can about them in advance.

 

Read the companion article, "IronPlanet SOLD! on UCC Data" to learn how IronPlanet uses UCC data on both sides of their business.

 

Jennefer Pizza is a Customer Experience Account Manager at EDA
jpizza@edadata.com | 704-814-1411