The Gen AI Sales Prompt Series: What are 5 specific questions B2B salespeople should be finding the answers to in researching a new potential client

AI Editors, Sales 3.0 Conference

A hand holds a pen and writes on a paper with a laptop in the background.

For the prompt, What are 5 specific questions B2B salespeople should be finding the answers to in researching a new potential client, we put three leading Gen AI Chatbots to the test. If you’re using another chatbot, put yours to the test!

Result Comparisons

Chat GPT

  1. What are the client’s immediate and long-term business objectives? Why: Knowing both immediate and long-term goals allows you to align your solution with their vision. Are they aiming for growth, cost reduction, market expansion, or innovation? Understanding this can help tailor your pitch and position your solution as integral to achieving their objectives.
  2. What challenges or pain points are they currently facing? Why: Every business has challenges, whether related to growth, technology, logistics, regulatory compliance, or workforce issues. Understanding these pain points helps you directly address them in your proposal, showing empathy and a solution-oriented approach that resonates with their current needs. 
  3. What is the company’s competitive landscape and position within it? Why: Understanding their place in the market, including competitors they’re up against and their differentiators, can help you suggest how your product or service can enhance their competitive advantage. Tailoring your offer to emphasize benefits they can leverage in a competitive context adds significant value. 
  4. Who are the key decision-makers, and what is the typical buying process? Why: B2B purchases often involve multiple stakeholders. Knowing who the decision-makers are, their roles, and any past purchasing behaviors can guide your outreach, messaging, and follow-up. It also informs you about potential objections you may encounter and prepares you to address them effectively. 
  5. What recent changes or events might affect their buying decisions? Why: Recent mergers, acquisitions, new leadership, or strategic pivots can shift priorities and impact decision-making processes. Staying informed about recent changes demonstrates attentiveness and adaptability, showing your potential client that you’re ready to support them through periods of transition. 

Claude

  1. What are the client’s key business goals and challenges? Understanding the client’s strategic priorities and main pain points will help tailor your sales approach.
  2. What is the client’s industry, market position, and competitive landscape? Knowing the client’s industry trends, major competitors, and their relative strengths/weaknesses can inform your value proposition.
  3. Who are the key decision-makers and influencers within the client organization? Identifying the purchasing process and the individuals involved will help you target the right stakeholders.
  4. What are the client’s current solutions, processes, and technologies in the areas your product/service addresses? This can reveal opportunities to improve upon their existing approach.
  5. What is the client’s company culture, leadership style, and buying preferences? Understanding the client’s organizational dynamics and preferred way of working will enable you to communicate and engage more effectively.

Microsoft Copilot

  1. What industry does the potential client operate in, and what are the key trends and challenges within that industry? Understanding the industry context can help you tailor your approach to address specific industry pain points and align your solution with industry trends.
  2. Who are the potential client’s main competitors, and how does the client differentiate itself from them? Knowing their competitive landscape allows you to position your solution in a way that highlights how it can give them an edge over their competitors.
  3. What are the potential client’s main business objectives and priorities for the next 6-12 months? Aligning your pitch with their strategic goals and demonstrating how your solution can help them achieve these objectives increases the relevance and appeal of your offer.
  4. What is the potential client’s current technology stack or service providers, and what gaps or pain points exist? Identifying their existing solutions and any gaps helps you show how your product or service can complement or enhance their current setup.
  5. Who are the key decision-makers within the potential client’s organization, and what are their roles and responsibilities? Understanding the decision-making structure helps you tailor your communication and build relationships with the right people who have the authority to approve your proposal.