In this blog post I breakdown how to structure your sales process into sales development and account management, and some ways that you can automate the process to increase productivity output.
The pattern is too familiar- getting hold of TAM, sequencing emails, cold calling, leaving voicemails and repeat. The classic sales process is all well and good, only its execution needs a little brushing up. There are now too many distractions, too many other priorities, and people are busier than ever. Sales experts suggest ditching spray and pray, surprising prospects with “pattern interrupt” and becoming ‘sales engineers’ for best results.