Get the Full Picture Before Reaching Out
The best way to generate demand and close deals is through the Account-Based approach – or at least that’s what we’ve been told. Understanding who the right people to talk with, what the current environment looks like, how much budget is available, and where the most value can be found are key components to getting a deal done. But that’s easier said than done.
Arm your sales team with the knowledge required to close those deals. Gather survey results to key buyer personas, collect conversation notes and anecdotal information, analyze historical data, and package it all up for your reps before they reach out to an account. They’ll know who to talk with, what to talk about, and how to showcase the most value.