Have a question?
Or just want to know the name of all of Jupiter’s moons?
Your sales team interacts with prospects daily, making them a goldmine of insights for your product or service page.
They understand common objections, know what features close deals, and can tell you exactly what questions prospects ask.
There are two things we can look at here…
01. Sales call analysis:
Get stuck in by listening to previous sales calls. Not just one or two, but at least 10 recent calls.
Why? Because patterns will start emerging that you’d never spot otherwise.
- Recurring questions prospects ask
- Common pushback points
- What competitors or alternatives are frequently mentioned
- Features that generate excitement
- Moments when prospects show the most interest
Hint: AI tools are your best friend here. They can help you pick out the above insights across multiple call transcripts, without you having to listen to them for hours on end.
02. Sales team questionnaire:
Following on from listening to actual calls, create a simple questionnaire for your sales team:
- “What are the top 3 objections you hear?”
- “Which features consistently help close deals?”
- “What industry-specific problems do prospects mention?”
- “What competitor comparisons come up most?”
- “What ROI metrics do prospects care about?”
This data can help uncover some more insights that will feed into your page.
You can update your empathy map and your purchase journey templates with these insights as well:
Top Tip: Schedule a 30-minute meeting with your best sales reps. Run through the questions and ask them to show you their most effective sales deck. Their presentation structure often reveals the most compelling way to present your solution.
Our next research method…