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

Account-based selling isn’t like your typical sales procedure. While both take skill and finesse, Account-based selling requires mastery over both your company and your clients. For the past year and a half, Thomas has worked for Amazon Web Services, making nine-figure deals. And on today’s episode of The Sales Evangelist, he and Donald discuss what you need to know about selling to enterprise organizations. (Fun fact: On today’s undisclosed episode of recording, it’s our guest Thomas Niewiara’s birthday!) Amazon is (to say the least) not a small organization, and they do both account-based and traditional sales approaches. Working with Amazon Web Services’ global accounts team, Thomas manages large AWS customers. Before, he did many sales and sales engineering roles from Google Cloud to a cybersecurity startup. The difference between traditional and account-based selling: the conventional model is a top-down funnel centered around creating and nurturing brand awareness. In account-based sales, you start by