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Behind Your Back Mackay 66 v.2.0 - Behind Your Back Sales Co. 2025

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The document 'The Mackay 66 v. 2.0' is a comprehensive customer profiling tool designed to help sales professionals gather detailed information about their customers. It emphasizes the importance of understanding customer needs beyond just products, highlighting aspects such as personal interests, professional relationships, and ethical considerations. The document is divided into three parts: pre-meeting research, key pre-meeting questions, and post-meeting information, each aimed at enhancing the salesperson's ability to connect with customers and identify their pain points or growth opportunities.

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Click ‘Get Form’ to open it in the editor.
Begin with Part I: Pre-Meeting Research. Fill in the customer’s name, nickname, and title in the designated fields.
Continue by entering the company name and its parent company's headquarters city and state.
Complete educational details such as college attended and year graduated, ensuring sensitivity if graduation information is unavailable.
Document any business relationships with your company and check for LinkedIn mutual connections.
Proceed through each question methodically, filling out previous employment history, military service details, and personal interests as prompted.
After completing Part I, tally your score before moving on to Part II: Key Pre-Meeting Questions.
In Part II, utilize the insights gathered from Part I to formulate questions that will help identify customer pain points.
Finally, document insights from your meeting in Part III to ensure you capture valuable information for future interactions.

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2018	4.8 Satisfied (22 Votes)
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