The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Every salesperson has been in this situation at some point: marketing delivers a handful of leads, only for nobody to respond after you initiate contact. While frustrating, that’s an unfortunate downfall of the lead-based selling model, and a great reason why pivoting to an account-based sales model could be beneficial for you. In today’s episode of The Sales Evangelist, Donald explains what account-based selling is and how you can implement it into your approach.  Account-based selling is an excellent approach for many businesses. Rather than utilize a traditional lead-based model, an account-based approach focuses on the ideal client account of your company and how you can attract similar clients to them. An account-based strategy will keep your marketing and sales departments unified and focused on the same target, generating more touchpoints and communications with the ideal client most likely to purchase. How to start using an account-based approach: First, make a list of the people most likely to buy