Here are 12 questions a salesperson should try to answer before meeting with a senior-level prospect for the first time:

1. What products or services does the prospect’s organization offer?
2. What are its major markets and customers?
3. What are the most important issues or trends in its industry?
4. Who are its major competitors?
5. How is it organized? Who are its top managers?
6. What strategies are key to its long-term success?
7. What’s strategically important to it?
8. What is its mission or vision?
9. What important initiatives are implemented now?
10. What problems or hot spots is it faced with?
11. What has been the organization’s performance in the past 1 to 2 years?
12. How does it measure success?

Tags: meeting with a senior-level prospect, questions