Jamie Shanks, Chief Executive Officer, SalesforLife
Jamie Shanks is the CEO of Sales for Life, the world’s largest Digital Selling training program for mid-market and enterprise companies.
According to recent research - 77% of account/territory managers (of a geo-territory, vertical or industry) use revenue as the basis for selecting their accounts. While this subscribes to the thesis
According to recent research – 77% of account/territory managers (of a geo-territory, vertical or industry) use revenue as the basis for selecting their accounts. While this subscribes to the thesis that strategic accounts generate >25% more sales revenue, this account selection process has a major flaw. This selection process does not account for probability and/or velocity as an attribute to winning presumably larger sales opportunities. This model does not account for relationships – as a key competitive advantage or disadvantage that can dramatically alter probability and/or velocity of account activation. How can we upend this flawed model?
- Examples of how companies are applying the “Sphere of Influence”, rooted in modeling “social proximity” as a key driver to account selection
- Insight on how sellers are identifying asymmetrical competitive advantages and disadvantages (relationships) in their Total Addressable Market
- Best practices for leveraging compelling triggers that are a complimentary mechanism to be first to activating accounts
(Tuesday) 1:50 PM