Tenbound

JANUARY 3, 2024

Chapter 2: Developing an Ideal Account Profile The Ideal Account Profile (IAP) includes the identification of the most desirable prospect companies to contact based on market segmentation. 2- “design and deliver high-impact sales training programs” 3- “Manage a network of external training partners.”

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

Tony Hughes

MARCH 13, 2018

Everyone in marketing should get trained on Challenger Sales and everyone in sales should study The New Rules of Marketing and PR. But change is hard and change management can take time and aligning incentives is a must. When you succeed, LinkedIn gives you more so that's definitely incenting the right behaviors!

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Sales Hacker

APRIL 24, 2019

If in a group, either segment into smaller groups, or play with the whole group, “telephone” style. Examples of these can be CXO, Director of X, or gatekeeper. If your team targets C-Level prospects regularly, go grab your C-Suite (they probably aren’t very busy anyway…) and bring them into your sales training! No Surprises.

Exercises 98

Exercises Objections Follow-up Face-to-face 98