Pre-Call Research for Financial Services Sales
Prepd
Sales Research
Financial services firms operate under unique regulatory and compliance constraints. Selling to them requires specialized research that demonstrates understanding of their environment. This guide shows you how to prepare effectively.
1Understand Regulatory Context
Financial services firms operate under strict regulations. Research the regulatory frameworks that affect your prospect, including SOC 2, GDPR, SEC rules, or industry-specific requirements. Demonstrating regulatory awareness builds credibility and accelerates trust.
Key Takeaways
- Identify relevant regulatory frameworks
- Understand compliance requirements
- Note any recent regulatory changes
- Prepare compliance-ready positioning
2Research Their Client Segments
Financial firms serve different market segments with distinct needs. Research whether they focus on retail, institutional, high-net-worth, or other segments. Understanding their client focus helps you tailor examples and value propositions.
Key Takeaways
- Identify their primary client segments
- Understand segment-specific challenges
- Note their market positioning
- Prepare relevant case studies
3Study Their Technology Approach
Financial services ranges from tech-forward fintechs to traditional institutions. Research their technology philosophy, digital initiatives, and innovation appetite. This context shapes how you position your product, whether as cutting-edge innovation or stable enhancement.
Key Takeaways
- Assess their technology maturity
- Note digital transformation initiatives
- Understand their build vs. buy philosophy
- Research their IT decision-making structure
4Build Relationship Context
Financial services is relationship-driven. Research connections between your company and theirs. Look for shared connections, previous interactions, or mutual clients. In this industry, warm introductions and trust networks matter enormously.
Key Takeaways
- Identify mutual connections
- Research previous relationship history
- Note shared clients or partners
- Prepare relationship-building conversation points
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