Sales Success: Mastering Sales Prospecting and Target Accounts with Will Smith
Sidekick Strategies Expert Interviews
In this conversation, George B. Thomas and Will Smith discuss sales prospecting and target accounts. They explore the concepts of old school and new school prospecting, the importance of prospecting in the sales and marketing process, and the criteria for selecting target accounts. They also discuss the challenges and misconceptions of both prospecting and target accounts.
The conversation highlights the need for a collaborative mindset and the role of HubSpot in streamlining the sales prospecting and target accounts processes. The key takeaway is to challenge assumptions and be flexible in sales prospecting and target accounts.
Takeaways: Sales prospecting involves both old school and new school approaches, with a focus on being a helpful human rather than pitch slapping. Target accounts provide a strategic focus and require a team effort, allowing for better resource allocation and long-term relationship building.
HubSpot offers features that streamline sales prospecting and target accounts, including alignment, engagement, and team deployment.
Sales professionals should track key performance indicators (KPIs) such as engagement, opportunity to win rates, retention rates, customer lifetime value, and ROI of target accounts. To improve sales prospecting and target accounts efforts, individuals should do their research, challenge assumptions, and collaborate with their team.
Chapters
00:00: Introduction
02:21: Understanding Sales Prospecting
05:05: The Importance of Prospecting in the Sales and Marketing Process
07:54: Understanding Target Accounts
09:43: Criteria for Selecting Target Accounts
13:56: Challenges and Misconceptions of Sales Prospecting
15:45: Challenges and Misconceptions of Target Accounts
17:34: Prospecting and Target Accounts as a Cohesive Piece
18:39: HubSpot's Role in Streamlining Sales Prospecting and Target Accounts
20:15: HubSpot Features for Sales Prospecting and Target Accounts
26:10: Mindset for Sales Professionals in Prospecting and Target Accounts
28:35: Key Performance Indicators for Sales Prospecting and Target Accounts
31:20: Actionable Tactics and Strategies for Sales Prospecting and Target Accounts
33:34: Staying Updated on Sales Prospecting and Target Accounts
35:31: Key Takeaway: Challenge Assumptions
36:46: Closing and Contact Information