Q: How do I know if the Sales person knows the right people in an account?
This goes back to my earlier point about product market fit and the management team’s knowledge of the account base. Rather than giving a sales person simply a territory to go figure things out and then blindly doing sales cadence calls, it’s important the startup do the upfront thinking.
They should hire the professionals to do the market research that would lead to a list of accounts, prospect lists and the problems they’d solve for the prospects. This information along with relevant campaign collateral can lead to far better quality targeted prospecting versus many other more expensive means.
NOTE: The learnings from this blog site are not a substitute for a training course; training courses are not a substitute for working together in the field. If the content here resonates and you want to explore further, give me a call.