Transform the way you target accounts
When you target accounts, you want to make sure that you are targeting the right people. Buyer personas should be the main concern of your focus. Once you can number down those group of people, then only the people who are experiencing the pain you solve should enter the top of the funnel. Be careful with those group of people you select.
Transform the way you prospect accounts
When prospecting your accounts, make sure that you research your lead thoroughly. Get as much information as you can about their company and the industry they are in. Check social media to see if they have accounts that you can follow and get news from. Get lead intelligence and determine the goal of your call before picking up the phone. Your conversation with the lead can go a long way to closing.
Transform the way you connect with accounts
When connecting with accounts, you want to build rapport. You want build a strong connection with the account so that they are comfortable with you. Make sure that you know your audience as well because this not only helps you connect with them, but you know more information about them as well. Be helpful and speak the prospect's language because the more you connect with the prospect, the more likely they are to connect with you.
Transform the way your prospects perceive you as a salesperson
You want your prospects to see you as a sales educator. You also want to be seen as a trusted advisor for your prospect. Also make sure that your sales organization is more human so that the prospects are more open to connect with them.
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