How To Do Account-Based Sales. . .NOT
- Author
- Gabe Larsen
- Published
- Thu 01 Sep 2016
- Episode Link
- http://www.salessecrets.io
As a consultant, Gabe has the unique advantage of visiting different companies and seeing their sales motion. Every once and awhile, he visits a company and experiences something less than stellar. A few weeks back, Gabe visited a company who was in the middle of a transition to an account-based approach. Diving into the weeds, Gabe reviewed the process beginning to end and discusses and debates with Steve the lessons learned.
In This Episode You'll Learn:
- What not to do when identifying target accounts
- Issues reps face when identifying target contacts
- How reps can waste time trying to find optimal contact information
- The need to structure your outreach strategy
Links and Resources Mentioned in This Episode:
