Creating the future of startup sales
With most if not all salespeople, the part of the job they like the least is almost universally answered with one word: prospecting. Despite spending time, effort and money comforting, engaging, encouraging, supporting and demanding that salespeople maintain a pipeline of “suspects-to-prospects,” many efforts fail to produce more than low returns.
It’s presumed that once we learn new techniques or process, where many are delivered over a short time span, we simply deploy them, mostly on our own, into our respective named accounts or territories.
There are six important tasks that most “A Player” sales reps perform before they meet with a prospect, whether an important, strategic one, or just opening a new opportunity.
Behind every enterprise or corporate project involving buying software, hardware, products, services, outsourcing, the cloud, etc., there are underlying currents of RISK impacting the decision-making process.
It makes no sense that professional marketing departments within our Enterprises are tasked to send out volumes of campaigns and messages using Account-Based Marketing (ABM) with the promise of delivering the grail: stronger and better qualified leads, from 1:1 marketing.
