From the course: B2B Sales Strategy: Winning Plays for Big Contracts

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Create a powerful connection with your B2B sales prospects

Create a powerful connection with your B2B sales prospects

From the course: B2B Sales Strategy: Winning Plays for Big Contracts

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Create a powerful connection with your B2B sales prospects

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- [Instructor] Most senior salespeople agree that applying insights based on effective research leads to more productive prospect conversations. The wrinkle in my experience is that salespeople view research as an academic exercise and therefore it drops to the bottom of their to-do list. We're going to dive into the concrete benefits of applying account insights and how and why the play works. Assume you are an experienced account manager focused on the financial services industry. You are preparing for an executive review with your largest account. The high-level planning meeting will include several key stakeholders that you have yet to meet. Although the financial services customer is happy with your services, there's a pesky competitor trying to make inroads. You start by gathering the full account team to discuss what they need to know and how to apply those learnings throughout the customer meeting. The account team…

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