Building a target account list is the critical first step for any successful sales strategy, yet it remains an overlooked and haphazard process at many SaaS firms. Rather than leave targeting up to individual reps, centralize it to boost efficiency and revenue growth. As Helen Fanucci, founder of Pipeline Power, Chris Beall, and Corey Frank emphasize in this episode, outdated title-based targeting must give way to responsibility-based keyword searches on LinkedIn and intent signals from job profiles. They delve into common missteps sales leaders make, from over-researching targets to allowing bloated pipelines and territories that hamper productivity. Tune in to learn how to focus your targeting, embrace open territories, have meaningful conversations, and build trust with the right prospects from day one. You’ll pick up tangible tactics to scale pipeline and accelerate deals. Listen to the first half of this discussion, Sales Targeting Beyond LinkedIn and Sales Navigator.
Links from this episode:
Helen Fanucci on LinkedIn
Corey Frank on LinkedIn
Branch49
Chris Beall on LinkedIn
ConnectAndSell
EP47: Change the Message or Change the List
EP46: Modern Sales is a Collaborative Exercise in Search.
EP45: It‘s the CEO‘s Job to Feel the Ice Rather than Harpoon the Whale
EP44: The We‘re Set Objection and Why Introverts Make the Best Salespeople.
EP43: 91% of All Marketing Dollars are a Waste.
EP42: We Need to do Together Before We Partner Together.
EP41: Manufacture Trust at Scale and Pace to Grow Exponentially
EP40: Every Mitigation is Untested - WFH or Going Back to the Office
EP39: Work From Home Injects Over $1 Trillion Into the Economy
EP38: Why CEO‘s Need to be Selling
EP37: The Dog, The Fence and the Bone Problem.
EP36: Celebrating a win isn‘t anything, it‘s just preparing for the next thing.
EP35: Magic Technology Doesn‘t Mean You Can Execute a Business.
EP34: 3 States of Your Business: In Flow, Stuck, and Waiting.
EP33: Sales Pros - Your Experiences are Your Core Differentiator
EP32: Sales Pros - Stop Worrying About the Deal.
EP31: The Power of the Anti-curse to Overcome Rejection
EP30: How to Retain the People Who Want to Save Men‘s Souls.
EP29: Fun is a Requirement for Business Success
EP28: Construct Your Company So it is Unappealing to Parasites.
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