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    account-based prospecting

    Explore "account-based prospecting" with insightful episodes like "Why You Should Coach Your Sellers and How To Do It Effectively w/Donald Kelly (Sales Evangelist)", "The Power of Vacation w/Marco Aguilar @PowerOfVacation", "Account-Based: Why Fish With Nets or Spears When You Can Fish With Dynamite?", "Detecting The Signal from the Noise w/ Justin Lindsey former CTO of the FBI" and "How Client Success Accelerates Sales w/Dean Robison @InsideSales, Dan Steinman @ Gainsight, Jim Steele @InsideSales" from podcasts like ""The Brandon Bornancin Show", "The Brandon Bornancin Show", "The Brandon Bornancin Show", "The Brandon Bornancin Show" and "The Brandon Bornancin Show"" and more!

    Episodes (7)

    Why You Should Coach Your Sellers and How To Do It Effectively w/Donald Kelly (Sales Evangelist)

    Why You Should Coach Your Sellers and How To Do It Effectively w/Donald Kelly  (Sales Evangelist)

    Coaching is obviously an important part of what sales leadership do but not everybody knows how to do it effectively. In this episode, Donald Kelly, the Sales Evangelist, discusses why leaders should coach and how they do it the right way.

    In This Episode You'll Learn:

    1. Lies sales leader tell themselves about coaching
    2. How to coach effectively
    3. Mistake we all have made coaching
    4. Formatting your coaching sessions
    5. Measuring your sales coaching success

    Links and Resources Mentioned in This Episode:

    The Power of Vacation w/Marco Aguilar @PowerOfVacation

    The Power of Vacation w/Marco Aguilar @PowerOfVacation

    Life gets busy and life gets hard but that doesn't mean we should skip out on vacations. Everybody needs a little R&R but when times get tough vacations are the first thing to go. In this episode, Marco Aguilar, CEO of the Power of Vacations talks about why Americans don't take vacations, the negative effects that has, and why sales people should prioritize time off.

    In This Episode You'll Learn:

    • The power and purpose of taking vacations
    • Alarming statistics about Americans and vacations
    • Why you should use vacation time

    Links and Resources Mentioned in This Episode:

    Account-Based: Why Fish With Nets or Spears When You Can Fish With Dynamite?

    Account-Based: Why Fish With Nets or Spears When You Can Fish With Dynamite?

    People keep telling me that an account-based strategy is not fishing with nets but it's fishing with spears and they say it with this weird smirk on their face like I'm supposed to understand that analogy. Fishing with nets and spears? I think I've seen some pictures from the Bible of people fishing with nets and I'm pretty sure I caught some spear fishing in the Disney movie Moana but besides that, I have no clue what they're talking about. My usual response to this odd analogy is, "why the hell would I fish with nets or spears when I could fish with dynamite?" In this episode, we break down what is account-based even mean and why you should start fishing with dynamite rather than spears.

    In This Episode You'll Learn:

    • What is an account-based strategy
    • Why the typical analogy of fishing with spears in sales doesn't make any sense
    • How fishing with dynamite aligns with an account-based strategy

    Links and Resources Mentioned in This Episode:

    Detecting The Signal from the Noise w/ Justin Lindsey former CTO of the FBI

    Detecting The Signal from the Noise w/ Justin Lindsey former CTO of the FBI

    Justin Lindsey is a signal finder. As he explains it, he did not start out that way. he started out as builder. His Dad was a ham radio guy and it’s just the way it was around our home. . . from home construction, to solder, to embedded controllers, to early PC building, to programing, even some early robotics. He just built things.

    This building led him to MIT where his building evolved to solving complex things simply, occasionally even elegantly. He spent the 90’s designing and building fast distributed systems and the companies that housed them. He gained fundamental skills in distributed high-speed computation on large data sets. Computational speed became a passion.

    Then the world changed on September 11. After which, he was asked to be the CTO for the FBI and my path shifted to applied analytics. What mattered was finding signals that could both explain what had or was happening and to predict what might happen. He began to believe that encoded in the large, diverse, and dynamic data sources of our world were traces of reality or signals that could be decoded or revealed through computing, quantitative methods, and directed efforts. These signals could tell him how to act. In many ways it felt as though they allowed him to speed through and learn from the past, slow down the present, and simultaneously consider many futures. Signal finding was a rush and thread of meaningful impact that defined him. He could see signals.

    His quest is to find signals and encapsulate them into operational analytic systems to dramatically increase the impact of analytics on the world.

    In This Episode You'll Learn:

    • Select A Target That Matters
    • A target gives meaning to signals
    • Data is the raw material from which signal is extracted
    • Statistical methods, machine learning, and computational techniques are the methods not the END
    • With enough samples Human Behavior is probabilistically predictable

    Links and Resources Mentioned in This Episode:

    How Client Success Accelerates Sales w/Dean Robison @InsideSales, Dan Steinman @ Gainsight, Jim Steele @InsideSales

    How Client Success Accelerates Sales w/Dean Robison @InsideSales, Dan Steinman @ Gainsight, Jim Steele @InsideSales

    Many people believe sales starts with prospecting and ends with the close of a sale. Great companies think differently. Customer success can be a key part of a holistic approach to obtaining and retaining great customers. In this session, our expert panel of Dean Robinson, Dan Steinman, and Jim Steele discuss the topic of how customer success can accelerate sales.

    In This Episode You'll Learn:

    • How client success can accelerate sales
    • What formula great companies are using to connect the customer life-cycle
    • How customers are using customer success as a key differentiator

    Links and Resources Mentioned in This Episode:

    Account-Based Everything w/Patrick Schneidau @PROS

    Account-Based Everything w/Patrick Schneidau @PROS

    Account-Based Everything is the talk but how do you actually do it? In this episode Patrick Scheidau talks about lessons learns as CMO of PROS as they've practiced an account-based approach.

    • How do you structure an organization where account-based sales can be successful
    • What are some different tactics to apply an account-based sales model
    • What tools are most effective when applying an account-based approach

    What's All This Talk About Account-Based Sales

    What's All This Talk About Account-Based Sales

    There is a lot of buzz in the Sales Acceleration space about Account-Based Sales. In this episode we breakdown why people are even talking about it, what it really means, and who this strategy is right for.

    Why Are We Talking About Account-Based Sales?
    It's a surprise we're talking about Account-Based Sales but you can't deny it, you have to embrace it.

    Breaking Down the Definition of Account-Based Sales Prospecting
    Prospecting is the first part of Account-Based Sales. We define it so we can better understand how to execute it.

    What Are the Reasons for the Reawakening of Account-Based Strategies?
    There are multiple reasons but we narrow it down to three.

    **Who Is the Account-Based Model Right For?
    This model is not right for everyone and frankly, most organizations need to be open to running multiple types of models.

    Who Owns the Account-Based Initiative?
    If everybody is owning different parts of the account-based strategy, who ultimately owns it?

    The Evolution of the Account-Based Model
    You can't start at 60mph, you have to understand where you are and then get a plan to evolve your account-based strategies.

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