For any mission, having adequate and accurate information is absolutely crucial for success. Going in blind is a recipe for failure, and relying on dumb luck for success is inherently unreliable. When it comes to sales, an effective strategy combines expert selling skills with targeted research and key insights, especially when complex, high-value deals.
However, this research takes a lot of time and resources, and it reduces the amount of time salespeople can spend on doing what they do best: selling. Their time should be spent engaging with clients and closing sales, not researching, as the hours spent on the sales process creating more value for the organization than hours spent preparing.
