Req: Good Profiling Questions

Hi there,

I have a new role in my company in which we are going to target new customers/ former customers of our IT hardware.

Im very keen to make a good amount of calls as their account manager, and would like to get some help in what the key profiling questions I should use. Most customers wont spend 20 mins on a call in a full profile though! So my plan is to break it down, with the 1st call obtaining key info/generating rapport.

Your advice would be good!

How are you currently deciding on which prospects to call?

Im going after prospects who have bought from us in the past, so Im looking at the key accounts who spent large sums then stopped..