How to Identify Target Accounts and Contacts

taught by Gabe Larsen

Course description

Over the past year we've been studying what makes sales development teams good and it all starts with understanding the who, the why and the what. Some people say you need to start with why but we believe strongly you need to start with who. Who is your target audience, then understand, why you're selling, and lastly what you're selling. With these three components in place, sales development reps can have a strong foundation to start selling.

In this session you'll learn:

  • How to identify target accounts
  • How to determine optimal contacts
  • What is the WHY of your company
  • How to sell benefits and not features
Gabe Larsen
Gabe Larsen
Head of InsideSales Labs