As a salesperson, you’re often alone in a sea of prospects, casting a line to try and catch whatever bites. Of course, you’re keeping an eye out for the biggest fish, but until they cross your path, there are plenty of smaller fish to catch.
Finally, you reel in the whale (ahem, high-level account) you have been patiently waiting for. To catch this whale, you’ve positioned yourself in the deep, dark waters of the prospecting world. After catching the whale, you’re confident; forever equipped with the tools, strategies, and systems to convert more big accounts in the future.
On this episode of The Evolved Sales Leader, Ryan Staley, sales coach and one of the few sales experts specializing in winning seven and eight figure accounts, dives into the questions that will open up your prospects and the framework you can implement to systematize selling to high-level accounts immediately.
Listen in as we discuss:
- How to move up the market for the “whale” accounts you want to target
- Ways to build personal, human connections with your stakeholders
- Systematizing, targeting, structure, and outreach
- Effective targeting strategies for small and large accounts
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