August 2016
Intermediate to advanced
208 pages
4h 44m
English
book
Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
by Marylou Tyler, Jeremey Donovan
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CHAPTER
2
Developing an Ideal Account Profile
The SWOT analysis we completed in the previous chapter provides sales professionals with the ability to clearly communicate the differentiated value proposition of their company and its products. In the Predictable Prospecting method, you’ll learn how to identify those you can successfully approach with that message. This will be done in two steps: deciding on the ideal accounts to target, which is covered in this chapter, and identifying the ideal people to target within those accounts, which is covered in the following chapter.
The maxim “You can’t be all things to all people” perfectly expresses the philosophy behind developing an Ideal Account Profile. In reality, even if a company were able to ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.