Sales strategy, email copy, repeatable processes & training for B2B orgs that outbound | Keynote Speaker | Top 4 Finalist - 2024 GTM Advisor of the Year | 2024 Sales Innovator ✨ #EarnTheRight, the book coming in 2025 ✨
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What are you doing when you uncover stalled deals that should be progressing to closed/won? In a recent Path to Expansion Workshop, I worked with a team of AEs to examine why win rates aren't higher. The issue? Every single rep was relying on 2-3 contacts per account. No account maps. No multithreading. No path to expansion. 📌 Here’s what they learned during the session: How to map accounts to uncover decision-makers, influencers, and end-users. How to prioritize stakeholders and create relevant outreach strategies. How to multithread effectively without overwhelming their workload. 👉 One exercise stood out. Reps were asked to pick a key account and answer three questions: 1. How many contacts are in the CRM for this account? 2. How many of those contacts have engaged in the last 90 days? 3. How does this compare to the 14 engaged contacts required to maximize closing probability for complex sales? The insights were eye-opening. By the end of the session, each rep walked away with the certainty that multithreading is an essential part of their sales strategy and one clear action to help them start bringing that strategy to life. 📌 If you're interested in empowering your reps with strategies to overcome the status quo during your sales kick-off, DM me to see if it would work to collaborate.
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