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 As Helen Fanucci, founder of Pipeline Power, Chris Beall, and Corey Frank emphasize in this episode, outdated title-based targeting must give way to responsibility-based keyword searches on LinkedIn and intent signals from job profiles.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
EP127: How to Turn Awkwardness into Success
EP126: Pattern Interrupts Are Your Friend
EP125: Find Your Cold-Calling Voice
EP124: The Magical Type of Cold Call
EP123: Hire Yourself a Grandma
EP122: Learning to Manage Your Voice Under Pressure
EP121: Beware the Jabberwock, my son!
EP120: Six impossible things before breakfast
EP119: Curiouser and Curiouser
EP118: Of Cabbages and Kings — and Blue Whales
EP117: We Try Hardest!
EP116: Who’s Ready to Buy Right Now?
EP115: The Enemy of Your Message Is Drift
EP114: There Is No Going Back
EP113: The Cold-Call Kiss of Death
EP112: Is Cold Calling a Form of Slapstick?
EP111: Is Your Cold-Calling Technique Right On?
EP110: Your Tone of Voice Tells All
EP109: Being There for Your Customers
EP108: Sales and the State of Apprehension
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
U.S Property Podcast
Aligned Money Show
Gorse Culture PODcast : The H.R. Detective Agency!
The Ramsey Show
Planet Money